Sourcegraph - Enterprise Account Executive, US-West [IC5]

• Begin 1:1’s with your manager, understand your 30-60-90 plan, shadow current team members, review your quota, and dive into your territory. • Build a territory plan targeting net-new logo accounts with a strong emphasis on outbound engagement and expanding existing customer relationships. • Start to hold new business meetings and build pipeline • Meet key partners across Customer Engineering, Technical Success, Product, Legal, and Engineering teams—relationships that will be critical throughout your deal cycles. • Be well versed in Sourcegraph’s Value Framework. • Understand the unique capabilities of Sourcegraph products and develop compelling strategies to align their value with your prospect’s engineering and business objectives. • Hone your storytelling skills, clearly articulating use cases, sharing real-world customer success stories, and conveying outcomes that matter to both technical and executive audiences. • Identify champions, influencers, and decision makers, building trusted advisor relationships that accelerate adoption across engineering organizations. • Execute a disciplined, repeatable sales process to continuously build and advance pipeline while maintaining accurate forecasting. • Negotiate complex enterprise proposals and contracts and surface market insights to the Product team to influence our roadmap. • Consistently hit your activity and pipeline goals. • Own the full sales cycle, consistently meeting and exceeding pipeline and revenue objectives. • Collaborate cross-functionally with Customer Engineering, Product, Legal, and Engineering to successfully close technically complex and strategically significant enterprise deals. • Deliver actionable customer feedback across teams, ensuring engineers and product teams remain tightly aligned with customer needs. • Be recognized as a top-performing Account Executive, consistently exceeding goals and setting the standard for excellence. • Mentor and support new Account Executives, assisting with onboarding, training, and motivation to elevate the entire team.