Enterprise Account Executive
| Company | Sourcegraph |
|---|---|
| Location | Northeastern United States, USA |
| Salary | $150000 – $165000 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
Requirements
- 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
Responsibilities
- 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, Technical Success, Product, Legal and Engineering teams – they will be key relationships for you throughout your deal cycle
- 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
- 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!)
- 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
Preferred Qualifications
- 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