Enterprise Account Executive, EMEA [IC4 IC5]
Offer summary
Qualifications:
2–5 years of B2B SaaS sales experience, preferably in a PLG environment., Proven success in selling to developers, engineering managers, and VPs of Engineering., Strong storytelling and discovery skills to build trust and uncover pain points., Understanding of developer tools, DevOps workflows, and AI trends..Key responsibilities:
- Drive enterprise sales by partnering with product-led users to expand adoption.
- Build and execute a territory plan focusing on outbound and upsell activities.
- Demonstrate the product confidently and tailor use cases to developer workflows.
- Manage full-cycle enterprise sales from PQL to multi-year contracts.
Job description
Who we are
Our mission at Sourcegraph is to make it so that everyone can code, not just ~0.1% of the population.
We’re trusted by engineering teams at leading companies like Stripe, Uber, and Palo Alto Networks, and with $225M in funding from investors like a16z, Sequoia, and Redpoint, we are building the tools that will define the next era of enterprise software development. We’re a globally distributed team with a culture of high agency, direct communication, and deep love for developers.
Working hours
🌎 While we are an allremote company and hire almost anywhere in the world, we do require successful candidates to be located in London, United Kingdom.
- London, UK
-
Why this job is exciting As an Enterprise Account Executive, you won’t just sell software—you’ll drive a new way of working for developers. You’ll partner closely with productled users to guide them from selfserve adoption to enterprisewide rollouts. This role blends technical depth, strategic selling, and product passion—perfect for someone who thrives in fastevolving environments and is ready to define what a modern AE looks like in a PLG motion.
Heres what were thinking:
📅 Within one month, you will…
- Ramp quickly on Amp and understand the agentic AI coding space and our product differentiators.
-
- Begin 1:1s with your manager, align on your 306090 plan, and shadow discovery and closing calls.
-
- Analyze the PLG funnel to identify PQLs and start pipeline generation.
-
- Meet with CSMs, Customer Engineers, and Product to align on shared customer goals.
-
📅 Within three months, you will…
- Own a full territory plan focused on outbound and upsell from selfserve 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, multithread with economic buyers, and start to close strategic opportunities. -
📅 Within six months, you will…
- Be running a fullcycle enterprise sales motion from PQL → multiyear 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.
-
📅 Within one year, you will…
- Be a topperforming AE, exceeding pipeline, consumption, and revenue goals.
-
- Lead enablement for future AEs, helping set the playbook for selling in a PLG + AIdriven environment.
-
- Be seen as a thought partner to product and execs as we scale Amp’s enterprise gotomarket motion.
-
About you
Youre a modern seller with a rare combination of entrepreneurial drive, technical curiosity, and executive presence. 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 skillset:
- 2–5 years of B2B SaaS sales experience, ideally in a PLG environment
-
- Proven success selling to developers, engineering managers, and VPs of Engineering
-
- Comfortable navigating a hybrid motion (productled + topdown enterprise)
-
- 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., Looker) to prioritize and forecast pipeline
-
- Demonstrated success leading complex, multistakeholder deals
-
- Confident and curious—you learn the product, demo it well, and aren’t afraid to go offscript
-
- High agency: you build rather than wait, take ownership of your business, and thrive in a fastmoving, competitive space
-
Bonus points if you have:
- Experience at developerfirst companies like Figma, Datadog, Slack, Linear, or Vercel
-
- Sold a consumptionbased or usagebased product
-
- Technical background or deep curiosity about agentic AI and coding workflows
-
Level
📊 This job is an IC4 IC5. You can read more about our job leveling philosophy in our Handbook.
Compensation
💸 We pay you an aboveaverage 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 datadriven salary sources, along with your location zone, and target the highend of the range to ensure we’re always paying above market regardless of where you live in the world.
📈 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 twoway street, after all!
We expect the interview process to take 5 hours in total.
👋 Introduction Stage we have initial conversations to get to know you better…
- [30 min] Recruiter Screen with Kelsey Nagel
-
- [60 min] Hiring Manager screen Resume Deep Dive with Regional Sales Director
-
🧑💻 Team Interview Stage we then delve into your experience in more depth and introduce you to members of the team, including crossfunctional partners…
- [30 min] Values
-
- [45 min] Peer with an Account Executive & Technical Advisor
-
- [45 min] Sales Presentation with RSD, Account Executive & CSM
-
🎉 Final Interview Stage we move you to our final round, where you gain a better understanding of our business and values holistically
- [30 min] Cofounder & CEO with Quinn Slack
-
- 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.
Learn more about us
You can learn more about what it is like to work at Sourcegraph by reading our handbook.
We are an ambitious team who are collectively working hard to build the most influential company in the world. You can read more about our culture, competitive compensation and benefits here.
Sourcegraph is an equal opportunity workplace; we welcome people from all backgrounds.
Sourcegraph participates in EVerify for U.S. Employees.
Working hours
🌎 While we are an allremote company and hire almost anywhere in the world, we do require successful candidates to be located in London, United Kingdom.
- London, UK
-
- Ramp quickly on Amp and understand the agentic AI coding space and our product differentiators.
- Begin 1:1s with your manager, align on your 306090 plan, and shadow discovery and closing calls.
- Analyze the PLG funnel to identify PQLs and start pipeline generation.
- Meet with CSMs, Customer Engineers, and Product to align on shared customer goals.
-
- Own a full territory plan focused on outbound and upsell from selfserve 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, multithread with economic buyers, and start to close strategic opportunities. -
- Be running a fullcycle enterprise sales motion from PQL → multiyear 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.
-
- Be a topperforming AE, exceeding pipeline, consumption, and revenue goals.
- Lead enablement for future AEs, helping set the playbook for selling in a PLG + AIdriven environment.
- Be seen as a thought partner to product and execs as we scale Amp’s enterprise gotomarket motion.
-
- 2–5 years of B2B SaaS sales experience, ideally in a PLG environment
- Proven success selling to developers, engineering managers, and VPs of Engineering
- Comfortable navigating a hybrid motion (productled + topdown enterprise)
- 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., Looker) to prioritize and forecast pipeline
- Demonstrated success leading complex, multistakeholder deals
- Confident and curious—you learn the product, demo it well, and aren’t afraid to go offscript
- High agency: you build rather than wait, take ownership of your business, and thrive in a fastmoving, competitive space
-
- Experience at developerfirst companies like Figma, Datadog, Slack, Linear, or Vercel
- Sold a consumptionbased or usagebased product
- Technical background or deep curiosity about agentic AI and coding workflows
-
Level
📊 This job is an IC4 IC5. You can read more about our job leveling philosophy in our Handbook.
Compensation
💸 We pay you an aboveaverage 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 datadriven salary sources, along with your location zone, and target the highend of the range to ensure we’re always paying above market regardless of where you live in the world.
📈 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.
Bonus points if you have:
- [30 min] Recruiter Screen with Kelsey Nagel
- [60 min] Hiring Manager screen Resume Deep Dive with Regional Sales Director
-
- [30 min] Values
- [45 min] Peer with an Account Executive & Technical Advisor
- [45 min] Sales Presentation with RSD, Account Executive & CSM
-
- [30 min] Cofounder & CEO with Quinn Slack
- 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.
Learn more about us
You can learn more about what it is like to work at Sourcegraph by reading our handbook.
We are an ambitious team who are collectively working hard to build the most influential company in the world. You can read more about our culture, competitive compensation and benefits here.
Sourcegraph is an equal opportunity workplace; we welcome people from all backgrounds.
Sourcegraph participates in EVerify for U.S. Employees.
🎉 Final Interview Stage we move you to our final round, where you gain a better understanding of our business and values holistically
🧑💻 Team Interview Stage we then delve into your experience in more depth and introduce you to members of the team, including crossfunctional partners…
About you
Youre a modern seller with a rare combination of entrepreneurial drive, technical curiosity, and executive presence. 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 skillset:
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 twoway street, after all!
We expect the interview process to take 5 hours in total.
👋 Introduction Stage we have initial conversations to get to know you better…
📅 Within one year, you will…
📅 Within six months, you will…
📅 Within three months, you will…
Why this job is exciting
As an Enterprise Account Executive, you won’t just sell software—you’ll drive a new way of working for developers. You’ll partner closely with productled users to guide them from selfserve adoption to enterprisewide rollouts. This role blends technical depth, strategic selling, and product passion—perfect for someone who thrives in fastevolving environments and is ready to define what a modern AE looks like in a PLG motion.
Heres what were thinking:
📅 Within one month, you will…
Required profile
Experience
Other Skills
- Technical Curiosity
- Analytical Skills
- Relationship Building
- Curiosity
- Adaptability
- Communication
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