Strategic Account Director - US [IC6]

Description

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.

Preferred location:

• USA 

Why this job is exciting

As 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… 

• 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 across our highest-value, most strategic customers.

Requirements

You 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.

Your skill-set:

• 10+ years of B2B SaaS sales experience
• Proven 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 strategies 
• Proven success selling to developers, engineering managers, and VPs of Engineering
• Comfortable navigating a top-down strategic motion
• Excellent storytelling and discovery skills; you know how to build trust and uncover pain
• A strong understanding of developer tools, DevOps workflows, and AI trends
• Proficient in using product analytics (e.g., Omni) to prioritize and forecast pipeline
• Demonstrated success leading complex, multi-stakeholder deals
• Expertise with security, licensing, and compliance requirements
• Confident and curious—you learn the product, demo it well, and aren’t afraid to go off-script
• High agency: you build rather than wait, take ownership of your business, and thrive in a fast-moving, competitive space

Bonus points if you have:

• Experience at developer-first companies like Figma, Datadog, Slack, Linear, or Vercel
• Sold a consumption-based or usage-based product
• Technical background or deep curiosity about agentic AI and coding workflows

Level

📊 This job is an IC6. You can read more about our job leveling philosophy in our Handbook.

Compensation

💸 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.

Interview process

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 all! 

We expect the interview process to take 4.5 hours in total.

👋 Introduction Stage - we have initial conversations to get to know you better…

• [30 min] Recruiter Screen 
• [30 min] Hiring Manager screen with Global Head of Sales

🧑‍💻 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 Account Executive & Solutions Engineer
• [60 min] Resume Deep Dive  
• [45 min] Sales Presentation with Regional Sales Director, Global Head of Sales, CRO
• [30 min] Values

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically

• [30 min] Leadership with CRO
• We check references and conduct your background check

Please 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.