Revenue Strategy and Operations Manager [M3]

🌎 While we are an all-remote company and hire almost anywhere in the world, we require candidates to be located in the United States for this role. 

The Revenue Strategy and Operations Manager role at Sourcegraph is a rare opportunity to build, not maintain.

Sourcegraph's business is in the middle of a deliberate GTM transformation — fully refocusing back to enterprise sales, having recently replaced a traditional SDR function with a data-driven Sales Strategist motion, and rebuilding marketing from the ground up for an enterprise buyer. The infrastructure, automation, and data workflows that will power this new motion need to be designed and built by someone who knows what good looks like. That person is you.

The scope is unusually broad for an M3. You'll own the full RevOps surface — annual planning, headcount modeling, comp design, territory design, and weekly forecast — giving you a direct line of sight into every major GTM decision the business makes. You'll facilitate QBRs, own board and exec reporting, and be the person in the room who knows whether the plan is realistic. That kind of influence at this level is rare.

The technical problems are genuinely interesting. You'll be building GTM automation across the full customer lifecycle — account prioritization, top-of-funnel execution, customer health scoring, and expansion signals — at a company that builds tools for the world's most sophisticated engineering organizations and expects the same rigor internally. AI is not an afterthought here; it's an active part of how we expect this function to operate. Your contributions are visible in both the numbers and the heartbeat of the GTM organization. You'll bring  a clear point of view and teams will actually use what you build. If you've been in a role where your best work got ignored or endlessly revised, this is the antidote.

If you're ready to stop inheriting someone else's work and start building something that matters, this is the role for you.

You're a strategic operator and systems thinker who takes ownership before anyone asks. You thrive in environments where the GTM motion is actively being rebuilt — where there's real work to do, not just processes to maintain. At Sourcegraph, you'll be stepping into a Search business unit transitioning from PLG to enterprise sales, with pipeline infrastructure, tooling, and data workflows that need to be purpose-built for the motion ahead. That's exactly the kind of challenge you seek out. You know how to lead. You set a clear direction for your direct reports, hold them accountable with specificity, and develop their craft — not by doing the work for them, but by raising the bar and staying close enough to know when something's off. 

Where you truly shine is in GTM automation and systems design. You've built or significantly shaped workflows that drive top-of-funnel execution — from intent signals and account prioritization to outreach sequencing and rep routing. You think in triggers: what data point should fire what action, for which rep, at what moment to increase win rates. You apply the same logic downstream — building automated health scoring, expansion signals, and churn risk flags that give CSMs a reason to act before a renewal is at risk. You're fluent with AI tools and actively look for places to apply them to reduce manual work and improve signal quality across the GTM stack.

Your output is consistently executive-ready. You don't need editing, follow-up, or deadline reminders. You show up with a point of view, you deliver what you commit to, and you flag problems early with a proposed solution already in hand.

Your skill-set:

• 7+ years of professional experience with a core focus in sales and post-sales strategy and planning, including people management
• GTM automation: Have designed and built automated workflows across top-of-funnel, sales execution, and post-sale — connecting signals to actions without manual intervention
• Customer health and expansion triggers: Experienced building data-driven scoring models that surface churn risk, expansion readiness, and engagement patterns for CSMs and AMs
• Data-driven decision making: Translates messy CRM and product data into clean, opinionated analysis that drives GTM decisions at the exec level
• Pipeline and forecasting infrastructure: Has owned or built forecasting cadences, pipeline health reporting, and sales performance dashboards
• Cross-functional execution: Operates independently across Sales, Marketing, Finance, and Customer Success — earns trust through output, not tenure
• MEDDPICC or structured sales methodology: Understands how qualification frameworks translate into CRM design, reporting, and deal inspection
• Proactive ownership: Identifies gaps, proposes solutions, and delivers without being managed — reactive is not in your vocabulary

📊 This job is an M3.  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 $119,000 base + $21,000 variable ($140,000 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 3.75 hours in total. 

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

• [30m] Recruiter Screen 
• [45m] Hiring Manager Screen with CRO

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

• [45m] Working Session with CRO, Global Head of Sales and Salesforce Administrator 
• [45m] Cross-functional team collaboration with Regional Sales Director and Director of Financial Planning 
• [30m] Values with two teammates outside of your department 

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

• [45m] Resume Deep Dive with CRO
• [30m] Leadership with Chief People Officer
• 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.