Enterprise Account Executive, US [IC5]

<div class="content-intro"><h2><span style="color: rgb(243, 78, 63);">Who we are</span></h2>
<p>Our mission is to bring clarity and control to the world's most complex codebases. AI is accelerating code creation, but the infrastructure to understand, oversee, and evolve that code hasn't kept pace. Sourcegraph gives engineering organizations full visibility across their systems, precise context for their agents, and the ability to execute coordinated code changes at scale. As agentic development becomes the dominant engineering paradigm, we provide the context layer teams need to take control of their codebase.<br><br>With Code Search, Deep Search, MCP, and Agentic Batch Changes, we deliver on that mission today - giving engineering teams and their AI tools the cross-repo context to navigate massive codebases with confidence, and the ability to make changes across hundreds of repositories at once.<br><br>Companies like Stripe, Reddit, and Leidos rely on Sourcegraph to ship faster and with higher quality. We're backed by a16z, Sequoia, and Redpoint, and proud to operate as a globally distributed team that values high agency, direct communication, and customer love.<br><br>If you want to build the infrastructure that lets every engineering team - and every agent they deploy - operate on their codebase with confidence, join us.</p></div><h2><span style="color: rgb(243, 78, 63);">Working hours</span>&nbsp;</h2>
<p>🌎 While we are an all-remote company and hire<a href="https://sourcegraph.notion.site/How-we-engage-talent-outside-of-the-US-218f7193695a46cbb1ef39ef9c1f72d4"> almost anywhere</a> in the world, we do require successful candidates to be located in the United States.&nbsp;</p>
<p>Preferred location:</p>
<ul>
<li>USA&nbsp;</li>
</ul>
<p>&nbsp;</p>
<h2><span style="color: rgb(243, 78, 63);">Why this job is exciting</span></h2>
<p>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.</p>
<p>Here’s what you can expect in your first year:</p>
<p><strong>📅 Within one month, you will…</strong></p>
<ul>
<li>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.</li>
<li>Build a territory plan targeting net-new logo accounts with a strong emphasis on outbound engagement and expanding existing customer relationships.</li>
<li>Start to hold new business meetings and build pipeline</li>
<li>Meet key partners across Customer Engineering, Technical Success, Product, Legal, and Engineering teams—relationships that will be critical throughout your deal cycles.</li>
</ul>
<p><strong>📅 Within three months, you will…</strong></p>
<ul>
<li>Be well versed in Sourcegraph’s Value Framework.&nbsp;</li>
<li>Understand the unique capabilities of Sourcegraph products and develop compelling strategies to align their value with your prospect’s engineering and business objectives.</li>
<li>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.</li>
<li>Identify champions, influencers, and decision makers, building trusted advisor relationships that accelerate adoption across engineering organizations.</li>
<li>Execute a disciplined, repeatable sales process to continuously build and advance pipeline while maintaining accurate forecasting.</li>
<li>Negotiate complex enterprise proposals and contracts and surface market insights to the Product team to influence our roadmap.</li>
<li>Consistently hit your activity and pipeline goals.</li>
</ul>
<p><strong>📅 Within six months, you will…</strong></p>
<ul>
<li>Own the full sales cycle, consistently meeting and exceeding pipeline and revenue objectives.</li>
<li>Collaborate cross-functionally with Customer Engineering, Product, Legal, and Engineering to successfully close technically complex and strategically significant enterprise deals.</li>
<li>Deliver actionable customer feedback across teams, ensuring engineers and product teams remain tightly aligned with customer needs.</li>
</ul>
<p><strong>📅 Within one year, you will…</strong></p>
<ul>
<li>Be recognized as a top-performing Account Executive, consistently exceeding goals and setting the standard for excellence.</li>
<li>Mentor and support new Account Executives, assisting with onboarding, training, and motivation to elevate the entire team.</li>
</ul>
<p>&nbsp;</p>
<h2><span style="color: rgb(243, 78, 63);">About you&nbsp;</span></h2>
<p>You are a results-oriented, strategic hunter who thrives in enterprise environments and has a proven track record selling to developers and engineering leaders. You excel at uncovering needs throu