[Remote] Sales Strategy Analyst [IC1-IC2] at Sourcegraph

Remote

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Not SpecifiedCompensation

Junior (1 to 2 years), Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Developer Tools, SaaSIndustries

Requirements

Reside in North American time zones (preferred: PST, MST, CST, EST)
Willingness to work hard—smarter and more hours than the competition (beyond 40 hours/week)
Ability to build trusting relationships with sales team and cross-functional partners (Sales, RevOps, Marketing, Product)
Capability to deeply understand ICP, product value propositions, and competitive landscape
Experience or ability to shadow Account Executives (AEs) to understand pain points in account targeting and pipeline generation
Skills in researching, analyzing, and identifying high-potential accounts (e.g., market mapping for 10-15 accounts)
Proficiency in creating playbooks for targeting organizations (mapping decision makers, org structures, entry points, success metrics)
Ability to develop repeatable processes for tracking buyer intent signals and surfacing them weekly
Expertise in competitor displacement analysis, whitespace/TAM analysis across verticals and geographies
Capacity to design/launch multi-touch campaigns based on whitespace analysis and partner with Marketing
Skills in delivering prospect playbooks, quarterly insights presentations to leadership, and influencing new logo pipeline

Responsibilities

Research, analyze, and identify best new accounts for sales team to target
Provide sales team with multi-touch point campaigns to build new pipeline
Uncover new logo opportunities and create account research playbooks
Surface insights to make outbound prospecting more effective (data-driven targeting and prospecting playbooks)
Research markets, track competitor activity, and analyze customer adoption trends
Establish feedback loops between Sales, Marketing, and Product to align GTM strategy
Influence account prioritization, prospect approaches, and pipeline growth in generative AI space
Deliver market mapping snapshots of high-potential accounts in target verticals
Create playbooks for top target organizations and develop signal-tracking processes
Conduct competitor displacement analysis and whitespace/TAM analysis
Partner with Marketing on multi-touch campaigns and deliver prospect playbooks
Present quarterly insights to sales and marketing leadership
Become internal expert on market mapping and whi (incomplete in JD)

Skills

Key technologies and capabilities for this role

Sales StrategyData AnalysisAccount ResearchPipeline GenerationRevOpsCRMMarket ResearchMulti-Touch Campaigns

Questions & Answers

Common questions about this position

What are the location and timezone requirements for this role?

The role is globally distributed but requires residence in North American time zones, with preferred timezones being PST, MST, CST, and EST.

What are the expected working hours for this position?

Sourcegraph expects employees to work very hard, smarter and more hours than the competition, and does not subscribe to a standard 40-hour work week.

What skills and responsibilities are key for the Sales Strategy Analyst role?

The role involves researching and analyzing new accounts, creating account research playbooks, identifying buyer intent signals, tracking competitor activity, analyzing customer trends, and collaborating with Sales, RevOps, Marketing, and Product teams.

What is the company culture like at Sourcegraph?

Sourcegraph has a globally distributed team with a culture of high agency, direct communication, and deep love for developers.

What should I achieve in the first month in this role?

Within one month, you will build trusting relationships with the sales team and cross-functional partners, deeply understand the ICP, product value props, and competitive landscape, and shadow AEs.

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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