Sourcegraph - Enterprise Account Executive - EMEA [IC5]
Requirements
• 7+ years of B2B SaaS or software sales experience • 3+ years of selling as an Enterprise Account Execuitive • Proven track record of exceeding quotas while leading with empathy and credibility • Experience selling complex solutions with ASP ≥ $100k • Comfortable engaging with both individual contributors and VP/C-level executives • Exceptional interpersonal, presentation, verbal, and written communication skills across all levels and personas • Passion for our mission and belief in the transformative power of developer productivity • Experience selling developer or engineering-focused products • Familiarity with software development concepts, CI/CD, version control, or DevOps tooling • Experience managing complex multi-year contracts • Knowledge of security, licensing, and compliance requirements • 📊 This job is an IC5. You can read more about our job leveling philosophy in our Handbook. • Please note - you are welcome to request additional conversations with anyone you would like to meet, but didn’t get to meet during the interview process.
Responsibilities
• 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. • Meet key partners across Customer Engineering, Technical Success, Product, Legal, and Engineering teams—relationships that will be critical throughout your deal cycles. • Understand the unique capabilities of our Core Search 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.
Benefits
• As an Enterprise Account Executive [IC5], you will have more responsibility, upside, and growth potential than anywhere else with a comparable role. At Sourcegraph, we strive to create the best environment for exceptionally talented people to thrive. If you join us, you’ll make a meaningful impact on how engineering organizations operate at scale. • Here’s what you can expect in your first year: • 💰The target compensation for this role is outlined below: • IC5: $165,000 USD base + $165,000 USD variable ($330,000 USD on-target-earnings). • 📈 In addition to our cash compensation, we offer equity (because when we succeed as a company, we want you to succeed, too) and generous perks & benefits.
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