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Job Overview
Location
Indiana, USA
Job Type
Full-time
Category
Account Executive
Date Posted
December 28, 2025
Full Job Description
đź“‹ Description
- • Own the full sales cycle for Fortune 1000 prospects and existing customers across the western United States, from first discovery call to signed enterprise agreement and expansion.
- • Build and execute a territory plan that identifies, prioritizes, and penetrates the largest software engineering organizations in the region, turning Sourcegraph from an unknown tool into a mission-critical platform.
- • Run consultative, technical discovery workshops with VPs of Engineering, CTOs, and Staff+ engineers to surface pain points around code comprehension, onboarding velocity, incident response, and compliance audits.
- • Translate those pain points into quantified business cases—showing how Code Search reduces ramp-up time for new hires by 40 %, cuts mean-time-to-resolution for production incidents by 35 %, and saves millions in lost engineering hours.
- • Orchestrate multi-threaded deals involving procurement, security, legal, finance, and engineering leadership; keep Salesforce updated with MEDDPICC rigor so forecasting stays within 5 % accuracy every quarter.
- • Co-sell with our product, engineering, and customer success teams to deliver tailored demos, proof-of-concepts, and ROI reports that prove Sourcegraph’s value inside monorepos spanning tens of millions of lines of code.
- • Negotiate complex subscription agreements (ACVs $250k–$2 M) that include on-prem, single-tenant cloud, and hybrid deployment options, while ensuring expansion and renewal paths are baked into the contract.
- • Champion customer feedback to our product team—turning real-world usage data into roadmap priorities that accelerate adoption and deepen stickiness.
- • Mentor junior AEs and SDRs on enterprise selling motion, sharing battle cards, objection handling, and executive presentation skills that lift the entire region’s win rate.
- • Travel up to 30 % for onsite QBRs, executive briefings, and user-group events, building the kind of trusted relationships that turn customers into vocal advocates.
- • Exceed quarterly and annual ARR targets by 125 %+ while maintaining a 90 %+ customer satisfaction score, proving that fast growth and customer love can coexist.
- • Contribute to Sourcegraph’s open-source community presence—blog posts, webinars, and conference talks that position you and the company as thought leaders in developer productivity.
🎯 Requirements
- • 5+ years of quota-carrying enterprise software sales experience with consistent top-10 % performance against $1 M+ annual quotas.
- • Demonstrated ability to close complex technical deals with engineering personas in Fortune 1000 accounts; familiarity with developer tools or DevOps platforms strongly preferred.
- • Fluent in MEDDPICC or similar value-selling methodology; able to build and defend business cases with hard ROI metrics.
- • Comfortable presenting to C-suite and technical ICs alike; can whiteboard architecture and dive into code when needed.
- • Bachelor’s degree or equivalent professional experience; remote-first work discipline with strong written and verbal communication.
🏖️ Benefits
- • Competitive OTE with uncapped commission accelerators and equity in a high-growth, developer-first company.
- • Fully remote culture—work from anywhere in the US-West region with a generous home-office stipend and quarterly travel budget.
- • Flexible PTO (minimum 20 days) plus company-wide recharge weeks twice a year to protect your mental health.
- • Comprehensive medical, dental, vision, and mental-health coverage for you and dependents at no premium cost.
- • Annual professional-development budget ($5 k) and paid attendance at industry conferences like KubeCon, AWS re:Invent, or LeadDev.
Skills & Technologies
About Sourcegraph, Inc.
Sourcegraph provides universal code search and intelligence for developers, enabling large-scale codebase navigation, dependency tracking, and automated refactoring across multiple repositories and languages. Its platform indexes source code, documentation, and runtime data to power precise cross-repository search, code insights, batch changes, and security vulnerability detection. Used by engineering teams at Uber, Lyft, Dropbox, and others, Sourcegraph integrates with GitHub, GitLab, Bitbucket Cloud and Server, Phabricator, and Perforce via self-hosted or cloud deployments, supporting monorepos and polyrepos with language-specific analysis, rich code navigation, and API-driven automation.
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