Enterprise Account Executive

Summary

Join Sourcegraph as an Enterprise Account Executive and experience significant responsibility, upside, and growth potential. You will focus on generating new business and expanding existing customer accounts, leveraging your expertise in enterprise technical sales. Within the first month, you'll build your territory plan and establish key relationships. Over the next six months, you'll master the sales cycle, consistently exceeding pipeline and revenue objectives. Within a year, you'll be a top performer, mentoring new team members. This role requires 5+ years of enterprise technical sales experience and a proven track record of exceeding quotas. Sourcegraph offers above-average salaries, equity, and generous perks and benefits.

Requirements

• 5+ years of enterprise technical sales experience, SaaS preferred
• Proven track record of exceeding sales quotas, while leading with empathy
• Experience selling products with ASP >= $100k
• Stellar interpersonal, presentation, verbal, and written communication skills, across all levels and personas (be it with a developer, a CTO, another salesperson, or anyone in-between)
• Passionate about our mission and the potential for developers to improve the world

Responsibilities

• Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Sourcegraph team, understand your quota, and delve into your territory
• Build your territory plan to penetrate net-new logo accounts with a heavy emphasis on outbound and growing the footprint of your existing customers
• Meet key partners in Customer Engineering, Technical Success, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle
• Understand the superpowers that Sourcegraph provides a development organization, and create compelling strategies to align Sourcegraph value to your prospect’s goals, needs, and objectives
• Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real-world success stories of customers
• Identify champions, influencers, and key stakeholders in the decision process, and build trusted advisor relationships with them to help bring more engineering organizations onto the Sourcegraph platform
• Leverage a consistent sales process to continuously build and move pipeline forward (while regularly and accurately capturing updates and pipeline forecasts)
• Develop and negotiate complex enterprise level proposals and contracts
• Work with our product team to be the voice of the customer and bring market insights to our roadmap
• Consistently achieve your activity goals
• Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives
• Collaborate cross-functionally with Customer Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion
• Deliver customer feedback to our teammates, including our engineers (who are the most customer-driven engineers you'll ever see--they care about making customers happy and closing deals!)
• Be considered a top-performing Account Executive on the team by consistently exceeding your goals
• Set an example for new Account Executives, and assist in training, onboarding and motivating new Teammates

Preferred Qualifications

• Selling developer products and working closely with developers
• Proficiency with software development concepts
• Converting freemium or trial usage to large commercial contracts
• Experience with complex multi-year contracts
• Proficiency with security, licensing, and compliance requirements

Benefits

• Above-average salary
• Equity
• Generous perks & benefits