商业客户经理
Commercial Account Executive
### 我们是谁
我们的使命是为世界上最复杂的代码库带来清晰度和控制力。人工智能正在加速代码的创建，但理解和管理这些代码的基础设施却没有跟上步伐。Sourcegraph 为工程组织提供了对其系统全面的可见性，为其代理提供精确的上下文，并能够大规模执行协调的代码更改。随着代理式开发成为主导的工程范式，我们为团队提供了他们需要的上下文层，以掌控自己的代码库。
通过代码搜索、深度搜索、MCP 和代理批量更改，我们今天就实现了这一使命——为工程团队及其 AI 工具提供跨仓库的上下文，使他们能够自信地在庞大的代码库中导航，并一次对数百个仓库进行更改。
Stripe、Reddit 和 Leidos 等公司依赖 Sourcegraph 来更快、更高质量地交付产品。我们得到了 a16z、Sequoia 和 Redpoint 的支持，自豪地作为一家全球分布式团队运营，重视高自主性、直接沟通和客户关爱。
如果你希望构建让每个工程团队以及他们部署的每个代理都能自信操作其代码库的基础设施，请加入我们。
### 工作时间
🌎 虽然我们是一家全员远程的公司，全球几乎所有地方都在招聘，但我们要求成功候选人必须位于美国。
首选地点：
- 美国
### 这份工作的吸引力
作为商业客户经理，你将比其他任何地方都拥有更多的责任、潜力和成长空间。我们努力让 Sourcegraph 成为杰出人才能够茁壮成长的最佳公司。如果你加入我们，我们知道你会产生巨大的影响！
以下是你在第一年可以期待的内容：
**📅 第一个月内，你将…**
- 开始与你的经理进行一对一交流，了解你的 30-60-90 计划，与 Sourcegraph 团队当前成员见面并观察他们的工作，了解你的配额，并深入了解你的区域。
- 与你的经理一起设定 OKRs（目标与关键成果），并制定实现它们的行动计划。
- 开始进行新业务会议并建立销售线索。
- 与客户工程、产品、法律和工程团队的关键合作伙伴会面——他们在你的交易周期中将是关键关系。
**📅 第三个月内，你将…**
- 熟悉 Sourcegraph 的产品和解决方案
- 完成初始销售培训并获得认证
- 独立开展销售会议并推动交易进展
- 建立与关键客户的联系并开始建立长期关系
查看英文原文
### 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.
If you want to build the infrastructure that lets every engineering team - and every agent they deploy - operate on their codebase with confidence, join us.
### Working hours
🌎 While we are an all-remote company and hire [almost anywhere](https://sourcegraph.notion.site/How-we-engage-talent-outside-of-the-US-218f7193695a46cbb1ef39ef9c1f72d4) in the world, we do require successful candidates to be located in the United States.
Preferred location:
- USA
### Why this job is exciting
As a Commercial Account Executive, you will have more responsibility, upside, and growth potential than anywhere else otherwise comparable. We strive to make Sourcegraph the best company where exceptionally talented people can thrive. If you join us, we know you’ll make a big impact!
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, meet & shadow current members of the Sourcegraph team, understand your quota, and delve into your territory.
- Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them.
- Start to hold new business meetings and build pipeline
- 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…**
- 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, sharing real-world customer success stories, and conveying outcomes that matter to both technical and executive audiences.
- Identify champions, influencers, and decision makers, building trusted advisor relationships that accelerate adoption across engineering organizations.
- Execute a disciplined, repeatable sales process to continuously build and advance pipeline while maintaining accurate forecasting.
- Negotiate value based proposals and contracts and surface market insights to the Product team to influence our roadmap.
- Consistently hit your activity and pipeline goals.
**📅 Within six months, you will…**
- Own the full sales cycle, consistently meeting and exceeding pipeline and revenue objectives.
- Collaborate cross-functionally with Customer Engineering, Product, Legal, and Engineering 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 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
You are a results-oriented, motivated, and strategic ‘hunter’ who shares our values and has a passion for all things sales and is laser-focused on generating new greenfield business. Specifically, you will play a pivotal role in helping us achieve our goals by winning high visibility deals and crushing your annual quota.
**Your Skills and Experience:**
- 2+ years of B2B SaaS or software sales experience
- Proven track record of exceeding sales quotas, while leading with empathy
- Experience selling complex products with ACV >= $30k
- 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)
- Enthusiastic about our mission and the potential for developers to improve the world
**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
### Level
📊 This job is an IC2. You can read more about [our job leveling philosophy](https://www.notion.so/sourcegraph/Leveling-Guide-0e1b5c76ada64b9caac387f8b7c4fc66?pvs=4) in our Handbook.
### Compensation
💸 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](https://sourcegraph.notion.site/Mission-values-e9d37e6b972a4ef395c3076aea2bd07d) company that values [competitive compensation](https://www.notion.so/sourcegraph/Compensation-Pay-Transparency-at-Sourcegraph-d58d0774f51b4b489d41c3628d30ff8d), 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 compensation for this role is $91,500 USD base + $91,500 variable ($183,000 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](https://sourcegraph.notion.site/Benefits-Perks-dd1da4b6b3a64780abed010a144d34ba).
### Interview process
Below is the interview process you can expect for this role (you can read more about [the types of interviews](https://sourcegraph.notion.site/Types-of-interviews-f279f080583d49ee9f2c60e30c8cb1f7) 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 4.5 hours in total.
👋 **Introduction Stage** - we have initial conversations to get to know you better…
- [30 min] [Recruiter Screen](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7?pvs=4#99be5ff628b2414194a0ba79d9f25f13)
- [30 min] [Hiring Manager screen](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7?pvs=4#1919882c0cf147c487eb1df40db8a694) with Regional Sales Director
- [60 min] [Resume Deep Dive](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7?pvs=4#c678a2a86e0e47e4958507e869bf7ded)
🧑💻 **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](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7?pvs=4#88b9f826dee04ef98afc2aeec35b877a) with an Account Executive & Customer Engineer or CSM
- [45 min] Sales Presentation with RSD, Head of Global Sales, CRO
- [30 min] [Values](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7?pvs=4#e3a04291743048df87541a88aa8199dd)
🎉 **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](https://www.notion.so/sourcegraph/Types-of-interviews-sample-questions-f279f080583d49ee9f2c60e30c8cb1f7#80e2ecaed5854b1ba510b2e391c0c67b) with Global Head of Sales
- 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.
### Learn more about us
You can learn more about what it is like to work at Sourcegraph by reading [our handbook](https://sourcegraph.notion.site/d7614e3e9dc04c09ac2d42d57f1816e6?v=2a6d426dbae14390b155120b0c029ce0).
We are an ambitious team who are collectively working hard to build the most influential company in the world. You can read more about our [culture](https://sourcegraph.notion.site/What-it-s-like-working-at-Sourcegraph-119a8e11265880b18911eee4d9b7c460#119a8e1126588062b935fc66104b6115), [competitive compensation](https://sourcegraph.notion.site/Compensation-Pay-Transparency-at-Sourcegraph-d58d0774f51b4b489d41c3628d30ff8d?pvs=74) and [benefits](https://sourcegraph.notion.site/Benefits-Perks-dd1da4b6b3a64780abed010a144d34ba?pvs=74) here.
Sourcegraph is an equal opportunity workplace; we welcome people from all backgrounds.
_Sourcegraph participates in_ [_E-Verify_](https://sourcegraph.notion.site/E-Verify-2ab3286dde3446d6bac2898c83610107) _for U.S. Employees._