Sourcegraph - Regional Sales Director [M4]

• Complete 1:1s with your AEs to understand where they are with their business, what coaching needs they have, and what's blocking their pipeline development and deal movement • Get deep on our ICP, product, and current pipeline health • Meet your key partners across marketing, finance, and leadership • Set your key priorities  (Objectives and Key Results) with your manager and develop an action plan to achieve them. • Be running regular pipeline reviews, forecasting accurately, and holding the team accountable to the activity goal being tracked • Have a clear plan for improving enterprise outbound pipeline generation across the team • Step into deals where your team needs support opening and closing • Have a baseline read on each rep's capability and career trajectory • Have the team tracking against quota with improving pipeline coverage • Be operating independently with strong cross-functional relationships • Be considered a top-performing team leader by consistently exceeding team goals • Cultivate a team of Account Executives that see consistent month-over-month success • Serve as a mentor, leader, or coach to other new peers of the team • We're not looking for someone who inherits a book of business — we want a builder. You've managed new business AEs and built outbound pipeline in competitive enterprise environments, selling into technical buyers — specifically engineering teams — where you've had to earn every deal through disciplined, value-led execution, not incumbency or brand. • You hold your team accountable, develop people intentionally, and aren't above getting into deals yourself when the situation calls for it. Your reps are better for having worked with you. • Your skill-set: • Your skill-set: • 4+ years as a frontline enterprise sales manager, with direct experience leading teams of 6–10 AEs • Proven ability to hire, develop, and retain top sales talent, with a hands-on coaching approach to rep development and performance management • Consistent track record of accurate roll-up forecasting and disciplined pipeline management • Experienced in running structured deal reviews and inspecting pipeline with a repeatable qualification framework (e.g. MEDDIC/MEDDPICCC), with a track record of coaching reps to improve deal quality and close rates • Demonstrated history of building high-performing teams that hit and exceed revenue targets with strong seller participation across the board • Deep experience selling and leading teams that sell six-figure contracts into enterprise accounts, with a strong command of complex, multi-stakeholder sales cycles