[Remote] Mid-Market Account Executive, US - East [IC3 - IC4] at Sourcegraph

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Requirements

2+ years of B2B SaaS sales experience, ideally in a PLG environment
Net-new logos experience, preferably in a Mid-market setting
Comfortable navigating a hybrid motion (product-led + top-down Mid-market)
Excellent storytelling and discovery skills
Ability to thrive in ambiguity and adapt quickly
Experience with AI-powered sales tools and platforms
Strong technical curiosity and entrepreneurial drive
Ability to build and lead a pipeline, focusing on net-new logos
Comfortable with sales forecasting and pipeline management
Experience with product-led sales and account management
Strong executive presence and ability to influence product and executive stakeholders
Ability to collaborate with cross-functional teams, including CSMs, Account Managers, and Solutions Engineers
Experience with sales enablement and playbook development
Strong analytical and problem-solving skills
Ability to drive a new way of working for developers and define the modern AE role

Responsibilities

Ramp quickly on Amp and understand the agentic AI coding space and product differentiators
Begin 1:1s with manager, align on 30-60-90 plan, and shadow discovery and closing calls
Analyze PLG funnel to identify PQLs and start pipeline generation
Begin running first calls with prospects, owning first-touch demos, and launching sales cycles
Meet with CSMs, Account Managers, Solutions Engineers, and Product to align on shared customer goals
Own a full territory plan focused on net-new business (new logos) through outbound and upsell from self-serve users
Demonstrate Amp with confidence and fluency, tailoring use cases to real dev workflows
Build trusted relationships with developers, engineering leaders, and execs
Identify and nurture champions, multi-thread with economic buyers, and start to close strategic opportunities
Be running a full-cycle sales motion from PQL → multi-year contract
Actively contribute product feedback to the team and influence our roadmap with insights from the field
Collaborate deeply with CSMs to ensure accounts drive consumption and see value
Lead enablement for future AEs, helping set the playbook for selling in a PLG + AI-driven environment
Be seen as a thought partner to product and execs as we scale Amp’s Mid-market go-to-market motion

Skills

Sourcegraph

Code intelligence platform for developers

About Sourcegraph

Sourcegraph provides a code intelligence platform designed to improve how developers work with their code. The platform features an AI coding assistant named Cody, which helps developers understand, navigate, and automate their codebases. Sourcegraph offers tools for code search, bug fixing, refactoring, and enhancing performance, all within a single interface. This makes it easier for developers to manage their code effectively. Unlike many competitors, Sourcegraph focuses on enhancing code security, speeding up developer onboarding, and promoting code reuse, making it particularly valuable for enterprises looking to improve engineering speed and software quality. The goal of Sourcegraph is to boost overall team efficiency and code health for organizations, and it is trusted by major companies in the tech industry.

San Francisco, CaliforniaHeadquarters

2013Year Founded

$216.9MTotal Funding

SERIES_DCompany Stage

Enterprise Software, AI & Machine LearningIndustries

51-200Employees

Benefits

Work fully remote

Unlimited PTO

Generous travel budgets

Competitive pay + equity

Medical, dental, & vision

Professional development

Office budget

Wellness budget

Family planning benefits

Risks

Anthropic's Claude AI model poses a competitive threat to Sourcegraph's AI tools like Cody.

A recent data breach at Sourcegraph may undermine customer trust and lead to scrutiny.

Advanced AI tools like Ironclad Contract AI could overshadow Sourcegraph if innovation lags.

Differentiation

Sourcegraph offers universal code search, enhancing developer productivity across multiple languages and tools.

The Cody AI assistant aids in code comprehension, navigation, and automation for developers.

Sourcegraph's Code Insights provides analytics for a comprehensive view of codebases.

Upsides

The rise of AI-driven code completion tools presents opportunities to enhance Cody's capabilities.

Remote-first development trends align with Sourcegraph's remote workplace model, boosting collaboration.

Growing focus on code security increases demand for Sourcegraph's enhanced security features.

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