企业客户经理（美国西部）
Enterprise Account Executive (US-West)
### 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，但用于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的全面可见性，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、更高质量地交付代码。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、直接沟通和客户热爱。
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，加入我们吧。
### 工作时间
🌎 虽然我们是一家全员远程公司，且在全球范围内招聘（几乎任何地方）[https://sourcegraph.notion.site/How-we-engage-talent-outside-of-the-US-218f7193695a46cbb1ef39ef9c1f72d4]，但我们要求成功候选人必须位于美国，特别是西海岸。
首选地点：
- 美国 - 西部
### 这份工作的吸引力
作为企业客户经理 [IC5]，你将比其他类似职位拥有更多的责任、潜力和成长空间。在 Sourcegraph，我们努力为非常有才华的人创造最佳的发展环境。如果你加入我们，你将对工程组织的大规模运作方式产生有意义的影响。
以下是你在第一年可以期待的内容：
**📅 第一个月内，你将…**
- 与你的经理进行 1:1 会议，了解你的 30-60-90 计划，观察当前团队成员，审查你的配额，并深入了解你的区域。
- 制定一个针对新客户 logo 账户的区域计划，重点强调主动接触和扩展现有客户关系。
- 开始进行新业务会议并建立销售线索。
- 与客户工程、技术成功、产品、法律和工程师等关键合作伙伴会面。
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, specifically on the West Coast.
Preferred location:
- USA - West
### Why this job is exciting
As an Enterprise Account Executive [IC5], you will have more responsibility, upside, and growth potential than anywhere else with a comparable role. At Sourcegraph, we strive to create the best environment for exceptionally talented people to thrive. If you join us, you’ll make a meaningful impact on how engineering organizations operate at scale.
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, shadow current team members, review your quota, and dive into your territory.
- Build a territory plan targeting net-new logo accounts with a strong emphasis on outbound engagement and expanding existing customer relationships.
- Start to hold new business meetings and build pipeline
- Meet key partners across Customer Engineering, Technical Success, Product, Legal, and Engineering teams—relationships that will be critical throughout your deal cycles.
**📅 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 complex enterprise 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 recognized as a top-performing Account Executive, consistently exceeding goals and setting the standard for excellence.
- Mentor and support new Account Executives, assisting with onboarding, training, and motivation to elevate the entire team.
### About you
You are a results-oriented, strategic hunter who thrives in enterprise environments and has a proven track record selling to developers and engineering leaders. You excel at uncovering needs through rigorous discovery, navigating complex multi-stakeholder deals, and building consensus across technical and executive audiences.
You are highly motivated, self-directed, and energized by creating new opportunities and expanding your footprint within accounts. You take ownership of your pipeline and performance, and you hold yourself accountable for achieving ambitious goals.
**Your Skills and Experience:**
- 7+ years of B2B SaaS or software sales experience
- 3+ years of selling as an Enterprise Account Executive
- Proven track record of exceeding quotas while leading with empathy and credibility
- Experience selling complex solutions with ASP ≥ $100k
- Comfortable engaging with both individual contributors and VP/C-level executives
- Exceptional interpersonal, presentation, verbal, and written communication skills across all levels and personas
- Passion for our mission and belief in the transformative power of developer productivity
**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
- Vertical expertise in Financial Services, Insurance, Semiconductors, Auto-Manufacturing, or Retail.
### Level
📊 This job is an IC5. 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 outlined below:
- IC5: $165,000 USD base + $165,000 USD variable ($330,000 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 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 & Solutions Engineer
- [45 min] [Sales Presentation](https://www.notion.so/sourcegraph/Sales-Interview-Process-3e8dd4fe14d845ffb44e2618f303365f?pvs=4#3eaf05ce8bb44b3584a14dd4c2d03fe9) with RSD, Global Head of 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._