Enterprise Account Executive, US - West [IC5] - job 1 of 2

The Enterprise Account Executive at Sourcegraph is responsible for managing the full sales cycle. This includes building territory plans, conducting outreach to generate new business, creating compelling strategies to align Sourcegraph's offerings with potential customers’ objectives, and nurturing relationships with key stakeholders within the organizations. Additionally, they will negotiate complex proposals, work closely with cross-functional teams, and provide valuable market insights to our product team.

Candidates for the Enterprise Account Executive role at Sourcegraph should possess at least 5 years of enterprise technical sales experience, preferably within the SaaS sector. A proven track record of exceeding sales quotas, strong communication skills across various levels, and experience selling high-value products are essential. Familiarity with software development concepts, working with developers, and complex contract negotiations are highly desirable.

The target compensation for the Enterprise Account Executive position at Sourcegraph is $165,000 USD as a base salary, with an additional variable component of $165,000 USD, leading to on-target earnings of $330,000 USD. In addition to cash compensation, employees are offered equity options and a comprehensive package of perks and benefits that reflect Sourcegraph's commitment to high-performing individuals.

At Sourcegraph, the growth of its Enterprise Account Executives is crucial for the company’s success. Employees are given a well-structured onboarding process to familiarize them with their territory and quota. Regular 1:1 meetings with management, mentorship opportunities, and ongoing training ensure that Account Executives stay aligned with their personal growth goals as well as the company’s objectives. Furthermore, high performers are recognized and encouraged to lead training initiatives for new team members.

The Enterprise Account Executive position at Sourcegraph stands out due to its focus on working with cutting-edge AI solutions that fundamentally transform how companies approach development. Employees have a unique opportunity to influence product direction by gathering customer insights and providing input directly to the product team. Sourcegraph offers a supportive, all-remote work environment that prioritizes professional growth and innovation.

When discussing your experience with enterprise sales, focus on specific achievements that highlight your ability to exceed quotas and build strong client relationships. Mention any particular industries you've worked with and how those experiences could translate to success at Sourcegraph.

Your response should outline the steps you take to analyze market opportunities and identify potential clients. Emphasize your strategies for targeting net-new logos and expanding business within existing accounts, as this is crucial for Sourcegraph's growth.

Discuss the importance of empathy in sales and how you foster relationships through transparency and authentic communication. Providing examples of how you've navigated complex negotiations or rebuilt trust in challenging situations would also be beneficial.

Mention that you view customer feedback as a key component of determining how to position solutions effectively. Discuss how you relay valuable insights to product development teams, ensuring that the needs of clients are being met or anticipated.

Be prepared to tell a story about a challenging sales situation, discussing the steps you took to overcome obstacles and ultimately secure the deal. Highlight your problem-solving skills and ability to collaborate with others during this process.

Identifying your sales superpower can be a great way to showcase your unique strengths. Whether it’s your ability to connect with technical teams or your storytelling capabilities when demonstrating products, be specific about how that strength can help Sourcegraph achieve its goals.

Your answer should reflect your familiarity with the nuances of high-stake negotiations, discussing your approaches to addressing critical areas like pricing, compliance, and terms that reassure both the client and your company.

Talk about the resources you utilize, such as industry news, professional organizations, and peer networks. Emphasize your commitment to continuous learning, which is essential in the rapidly evolving tech landscape.

Here, you should articulate what resonates with you about making coding accessible to everyone. Share personal insights or experiences related to software development and how they align with Sourcegraph’s vision. Authenticity can make a strong impression.

Outline your strategy for addressing objections by listening carefully, validating concerns, and providing clear, tailored responses to demonstrate how Sourcegraph’s products meet the prospect’s needs. Highlight any specific techniques you've found effective.