Sales Development Representative, Team Lead - 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.

Location Requirements

Required working location must be based in one of the following areas:

• Austin, TX
• Chicago, IL
• Denver, CO
• Seattle, WA

Role Overview

Sourcegraph gives engineering teams complete context to understand, oversee, and evolve large, complex codebases. As agent adoption grows across enterprise engineering, the need for that context is only becoming more critical. We need an SDR lead who can lead the buildout of our outbound prospecting motion by first executing directly while concurrently managing an external outsourced function.

This is a foundational role. You'll re-introduce the outbound prospecting motion at Sourcegraph and prove it out yourself before scaling it into a team. You're a hunter first who loves cold calling, LinkedIn messaging, and engaging busy engineering leaders, combined with the mindset of a builder and coach.

Key Milestones

Within One Month

• Complete onboarding, going deep into our ICP, product, customer wins and losses, and current pipeline.
• Learn our value framework and messaging house.
• Take over day-to-day management of our outsourced third-party SDR team: understand their current motion, targets, output, and gaps.
• Revamp cold-call and LinkedIn messaging scripts, testing new messaging directly in-market.

Within One Quarter

• Run a consistent outbound motion yourself (cold calls + LinkedIn), generating qualified net-new pipeline against a personal target.
• Tighten the outsourced team: QA messaging, coach, and hold them to activity and pipeline goals.
• Document proven outbound tactics into a repeatable playbook.
• Establish and hit net-new outbound pipeline goals across direct efforts and the outsourced team.

Beyond One Quarter

• Hire and lead an in-house SDR team, scaling the validated playbook.
• Own onboarding, coaching cadence, and pipeline targets for the in-house team.

Qualifications

• Experience: 3+ years in outbound sales development/prospecting with a proven track record of generating net-new enterprise pipeline via cold calling, email, and social.
• Player-Coach Mentality: Willingness to prospect directly on the phone while managing and coaching others.
• 0 to 1 Builder: Experience creating scripts, cadences, and playbooks from scratch.
• Communication: Superb written and verbal skills; ability to craft and A/B test conversion messaging.
• Technical Aptitude: Ability to sell into technical/engineering audiences and quickly ramp up on complex technical products.
• Mindset: High agency, gritty, comfortable with ambiguity, and data-driven when measuring conversion from activity to pipeline.

Nice to Have

• Background in developer tools or an adjacent technical domain.
• Experience managing or coaching reps, or managing an outsourced/agency SDR team.

Compensation & Level

• Level: IC3 (M4 pay band level)
• Base Salary: $98,700 USD
• Variable Compensation: $42,300 USD
• On-Target Earnings (OTE): $141,000 USD
• Equity: Generous equity component included

Interview Process

Total expected interview time is approximately 3.15 hours.

1. Introduction Stage
   • Recruiter Screen (30m)
   • Hiring Manager Screen / Resume Deep Dive (45m)
2. Team Interview Stage
   • Cross-functional team collaboration (30m)
3. Final Interview Stage
   • Values Discussion (30m)
   • Working Session (60m)
   • Reference checks and background check