[Remote] Regional Sales Director, SMB & Mid-Market [M4] at Sourcegraph

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Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

Experience leading and coaching sales teams (AEs) in SMB/MM segments
Hands-on, player-coach leadership style; willingness to be in deals, review calls, refine pitches, and coach in real-time
Proven track record closing high-velocity sales with hundreds of logos and fast sales cycles
Experience with hybrid PLG + outbound motion; collaboration with Marketing and Product to optimize conversion of product-qualified leads
Ability to define prospecting strategies, qualification criteria, and sales processes for SMB/MM; build and optimize playbooks
Ownership of a growth engine for SMB/MM accounts, including logo acquisition, market penetration, and foundation for expansion revenue
Comfort operating in ambiguity and building motion from the ground up with autonomy
Location: United States-based (remote) or eligible to work in the United States

Responsibilities

Build and lead the team responsible for the fastest, highest-velocity segment (SMB/MM)
Define prospecting strategies, qualification criteria, and sales process for SMB/MM
Close hundreds of new logos annually with high-velocity sales cycles; identify signals and win in a crowded market
Be a hands-on leader: review calls, refine pitches, and coach the team in real-time
Partner with Marketing and Product to optimize conversion rates and identify buying signals in product usage data
Own the SMB/MM growth engine, driving logo acquisition, market penetration, and foundation for future expansion revenue
Operate in the innovation zone, building from scratch with autonomy, and develop the team and processes accordingly
Complete initial ramp actions (e.g., start 1:1s with AEs, activate 30-60-90 plan, meet/shadow current team) within the first month

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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