Mid-Market Account Executive, US - East [IC4]

🌎 While we are an all-remote company and hire almost anywhere in the world, we do require successful candidates to be located in the United States, specifically on the East Coast.

Preferred location:

• USA - East

As a Mid-Market Account Executive, you won’t just sell software—you’ll help engineering teams transform how they navigate, understand, and ship code at scale. Our AEs are focused on building pipeline, driving full-cycle sales, and partnering with engineering and platform leaders to demonstrate the strategic value of our Code Search products. The role blends technical depth, consultative selling, and business impact storytelling—perfect for someone who thrives in complex, fast-moving enterprise environments and is ready to define what a modern AE looks like in a technical SaaS motion.

Here’s what we’re thinking:

📅 Within one month, you will… 

• Ramp quickly on Sourcegraph products  and understand the current Software Development Lifecycle (SDLC) and our product differentiators.
• Begin 1:1s with your manager, align on your 30-60-90 plan, and shadow discovery and closing calls.
• Analyze the sales  funnel to identify MQLs and start pipeline generation.
• Begin running first calls with prospects, owning first-touch discovery calls , and launching sales cycles 

📅 Within three months, you will…

• Own a full territory plan focused on net-new business through outbound and upsell opportunities from existing customers
• Build trusted relationships with developers, engineering leaders, and execs.
  Identify and nurture champions, multi-thread with economic buyers, and start to close strategic opportunities.

📅 Within six months, you will…

• Be running a full-cycle sales motion.
• Actively contribute product feedback to the team and influence our roadmap with insights from the field.
• Collaborate deeply with CSMs to ensure accounts drive consumption and see value.

📅 Within one year, you will…

• Be a top-performing AE, exceeding pipeline, and revenue goals.
• Lead enablement for future AEs, helping set the playbook for selling in an AI-driven SDLC environment.
• Be seen as a thought partner to product and execs as we continue to scale our  Mid-market go-to-market motion.

You're a modern seller with a rare combination of entrepreneurial drive, technical curiosity, and executive presence. You are excited about the future of AI in software development and want to be part of building that future. You thrive in ambiguity, adapt quickly, and are motivated by ownership, results, and impact.

• 2–5 years of B2B SaaS sales experience
• You thrive in environments building your own pipeline, and focusing on selling net-new logos
• Proven success selling to developers, engineering managers, and VPs of Engineering
• Excellent storytelling and discovery skills; you know how to build trust and uncover pain
• A strong understanding of developer tools, DevOps workflows, and AI trends
• Proficient in using a CRM (e.g., Salesforce) as well as product-focused analytics (e.g., Looker) to prioritize and forecast pipeline
• Demonstrated success managing a book of business with high velocity deals
• Confident and curious—you learn the product, execute discovery calls , and aren’t afraid to go off-script
  

• Experience at developer-first companies like Figma, Datadog, Slack, Linear, or Vercel
• Technical background or deep curiosity about agentic AI and coding workflows
• Public presence on social media (e.g., Twitter/LinkedIn) as a way to build credibility and attract attention from prospects

📊 This job is an IC4. You can read more about our job leveling philosophy in our Handbook.

💸 We pay you an above-average salary because we want to hire the best people who are fully focused on helping Sourcegraph succeed, not worried about paying bills. As an open and transparent company that values competitive compensation, our compensation ranges are visible to every single Sourcegraph teammate. To determine your salary, we use a number of market and data-driven salary sources, along with your location zone, and target the high-end of the range to ensure we’re always paying above market regardless of where you live in the world. 

💰The target compensation for this role is outlined below:

• IC4: $150,000 USD base + $150,000 USD variable ($300,000 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.

Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we’re the right fit for you… Interviewing is a two-way street, after all! 

We expect the interview process to take 4 hours in total.

👋 Introduction Stage - we have initial conversations to get to know you better…

• [30 min] Recruiter Screen 
• [60 min] Hiring Manager screen / Resume Deep Dive with Regional Sales Director

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [45 min] Peer with an Account Executive & Customer Engineer or CSM
• [45 min] Sales Presentation with RSD, Account Executive, & Customer Engineer or CSM
• [30 min] Values

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically

• [30 min] Leadership with VP, Revenue 
• We check references and conduct your background check

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.