Strategic Account Director

Strategic Account Director - US West [IC6]RemoteWho we areOur mission at Sourcegraph is to make it so everyone can code , not just ~0.1% of the population.Everything is changing in how software gets built, and Sourcegraph builds tools that make it easier at scale. Code Search helps devs explore and understand massive codebases. Amp, our agentic coding tool, dramatically accelerates the time it takes to write new code and tackle complex problems like migrating and transforming code.We’re trusted by engineering teams at leading companies like Stripe, Uber, and Palo Alto Networks, and with $225M in funding from investors like a16z ,Sequoia , andRedpoint , we are building the tools that will define the next era of enterprise software development. We’re a globally distributed team with a culture of high agency, direct communication, and deep love for developers.If you want to work at the bleeding edge of software and do the most meaningful work of your career, join us.Working hours🌎 While we are an all-remote company and hire almost anywhere in the world, we do require successful candidates to be located in the United States, specifically on the West Coast.Preferred location:USA - WestWhy this job is excitingAs a Strategic Account Director, you won’t just sell software—you’ll drive a new way of working for developers. This role blends technical depth, strategic selling, and product passion—perfect for someone who thrives in a fast‑evolving environment and has proven success in managing high‑value customer relationships, structuring strategic deals, and penetrating into key target accounts.Here’s what we're thinking:📅 Within one month, you will…Learn about our products, Code Search and Amp, and understand the agentic AI coding space and our product differentiators.Begin 1:1s with your manager, align on your 30-60-90 plan, and shadow discovery and closing calls.Build your territory plan to penetrate net‑new logo accounts with an emphasis on targeted outbound while also expanding and taking ownership of key existing customers.Meet key partners in Solution Engineering, Customer Success, Product, Legal and Engineering teams – they will be key relationships for you throughout your deal cycle.📅 Within three months, you will…Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real‑world success stories of customers.Design account plans for key accounts focused on expansion and create compelling strategies to align Sourcegraph’s value to your customers goals, needs, and objectives.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 build and advance a pipeline of complex, high‑value opportunities, accurately capturing deal progress and weekly forecast updates.📅 Within six months, you will…Build trusted relationships with developers, engineering leaders, and execs.Identify and nurture champions, multi‑thread with economic buyers, and start to close strategic opportunities.Collaborate cross‑functionally with Solution & Field Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion.Actively contribute product feedback to the team and influence our roadmap with insights from the field.Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives.📅 Within one year, you will…Be a top‑performing Strategic Account Director, exceeding pipeline, expansion, and revenue goals.Lead enablement for future team members by defining best practices for navigating high‑value enterprise sales in an AI‑first market.Be seen as a thought partner to product and execs as we scale Sourcegraph and Amp across our highest‑value, most strategic customers.About youYou are results‑oriented, motivated, with a rare combination of entrepreneurial drive, technical curiosity, and executive presence. You are laser‑focused on generating new greenfield opportunities and driving expansion within the world’s most innovative enterprises. You are excited about the future of AI in software development and want to be part of building that future. You thrive in ambiguity, adapt quickly, and are motivated by ownership, results, and impact.10+ years of B2B SaaS sales experienceProven ability to own customer relationships end‑to‑end, serving as the primary point of contact for engagement, account strategy, and growth.Methodical approach to executing complex deal strategiesProven success selling to developers, engineering managers, and VPs of EngineeringComfortable navigating a hybrid motion (product‑led + top‑down enterprise)Excellent storytelling and discovery skills; you know how to build trust and uncover painA strong understanding of developer tools, DevOps workflows, and AI trendsProficient in using product analytics (e.g., Looker) to prioritize and forecast pipelineDemonstrated success leading complex, multi‑stakeholder dealsExpertise with security, licensing, and compliance requirementsConfident and curious—you learn the product, demo it well, and aren’t afraid to go off‑scriptHigh agency: you build rather than wait, take ownership of your business, and thrive in a fast‑moving, competitive spaceBonus points if you have:Experience at developer‑first companies like Figma, Datadog, Slack, Linear, or VercelSold a consumption‑based or usage‑based productTechnical background or deep curiosity about agentic AI and coding workflows💸 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 is $180,000 USD base + $180,000 USD variable ($360,000 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 .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 allWe expect the interview process to take 5.5 hours in total.👋 Introduction Stage - we have initial conversations to get to know you better…🧑💻 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 with an Strategic Account Director & Solutions Engineer🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holisticallyWe check references and conduct your background checkPlease 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 usYou can learn more about what it is like to work at Sourcegraph by reading our handbook .Sourcegraph is an equal opportunity workplace; we welcome people from all backgrounds.Sourcegraph participates in E‑Verify for U.S. Employees.Interested in building your career at Sourcegraph? 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