Enterprise Account Executive

Responsibilities

Within one month, you will… 

• Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Sourcegraph team, understand your quota, and delve into your territory.
• Build your territory plan to penetrate net-new logo accounts with a heavy emphasis on outbound and growing the footprint of your existing customers.
• Meet key partners in Customer Engineering, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle.

Within three months, you will…

• Understand the superpowers that Sourcegraph provides a development organization, and create compelling strategies to align Sourcegraph value to your prospect’s goals, needs, and objectives.
• Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real-world success stories of customers
• Identify champions, influencers, and key stakeholders in the decision process, and build trusted advisor relationships with them to help bring more engineering organizations onto the Sourcegraph platform. 
• Leverage a consistent sales process to continuously build and move pipeline forward (while regularly and accurately capturing updates and pipeline forecasts).
• Develop and negotiate complex enterprise level proposals and contracts.
• Work with our product team to be the voice of the customer and bring market insights to our roadmap.
• Consistently achieve your activity goals. 

Within six months, you will…

• Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives.
• Collaborate cross-functionally with Customer Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion.
• Deliver customer feedback to our teammates, including our engineers (who are the most customer-driven engineers you'll ever see--they care about making customers happy and closing deals!).

Within one year, you will…

• Be considered a top-performing Account Executive on the team by consistently exceeding your goals.
• Set an example for new Account Executives, and assist in training, onboarding and motivating new Teammates.

About you 

Your skill-set:

• 5+ years of enterprise technical sales experience, SaaS preferred
• Proven track record of exceeding sales quotas, while leading with empathy
• Experience selling products with ASP >= $100k
• Stellar interpersonal, presentation, verbal, and written communication skills, across all levels and personas (be it with a developer, a CTO, another salesperson, or anyone in-between)
• Passionate about our mission and the potential for developers to improve the world

Nice to haves:

• Selling developer products and working closely with developers
• Proficiency with software development concepts
• Converting freemium or trial usage to large commercial contracts
• Experience with complex multi-year contracts
• Proficiency with security, licensing, and compliance requirements