Enterprise Account Executive, US [IC5] - Sourcegraph

Who we are

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.

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.

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.

Why this job is exciting

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:

Within one month, you will...

• 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.

Within three months, you will...

• 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 and customer success stories.
• Identify champions, influencers, and decision makers, building trusted advisor relationships.
• 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.

Within six months, you will...

• Own the full sales cycle, consistently meeting and exceeding pipeline and revenue objectives.
• Collaborate cross-functionally 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.

Within one year, you will...

• 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.

About you

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 through rigorous discovery, navigating complex multi-stakeholder deals, and building consensus across technical and executive audiences.

Your Skills and Experience:

• 7+ years of B2B SaaS or software sales experience
• 3+ years of selling as an Enterprise Account Executive
• 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
• Passion for our mission and belief in the transformative power of developer productivity

Nice to Haves:

• 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
• Vertical expertise in Financial Services, Insurance, Semiconductors, Auto-Manufacturing, or Retail

Compensation

• IC5: $165,000 USD base + $165,000 USD variable ($330,000 USD on-target-earnings).
• Equity and generous perks & benefits included.