Mid-Market Account Executive, US - East [IC3 - IC4]

Mid-Market Account Executive, US - East [IC3 - IC4]

Our mission at Sourcegraph is to make it so that everyone can code, not just ~0.1% of the population. Everything is changing in how software gets built, and Sourcegraph builds tools that make it easier at scale. Code Search helps developers explore and understand massive codebases. Amp, our agentic coding tool, dramatically accelerates the time it takes to write new code and tackle complex problems like migrating and transforming code.

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. If you want to work at the bleeding edge of software and do the most meaningful work of your career, join us.

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, specifically on the East Coast.

Preferred location :

USA - East

Why This Job Is Exciting

As a Mid-Market Account Executive, you won't just sell softwareyou'll drive a new way of working for developers. This is a true hunting role where you'll work on our net-new logo team, partnering closely with product-led users to guide them from self-serve adoption to Mid-market-wide rollouts. This role blends technical depth, high velocity selling, and product passionperfect for someone who thrives in fast-evolving environments and is ready to define what a modern AE looks like in a PLG motion.

Here's what we're 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 30-60-90 plan, and shadow discovery and closing calls.
• Analyze the PLG funnel to identify PQLs and start pipeline generation.
• Begin running first calls with prospects, owning first-touch demos, and launching sales cycles.
• Meet with CSMs, Account Managers, Solutions Engineers, and Product to align on shared customer goals.

Within three months, you will

• Own a full territory plan focused on net-new business (new logos) through outbound and upsell from self-serve 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, multi-thread with economic buyers, and start to close strategic opportunities.

Within six months, you will

• Be running a full-cycle sales motion from PQL ? multi-year 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 top-performing AE, exceeding pipeline, and new logo goals.
• Lead enablement for future AEs, helping set the playbook for selling in a PLG + AI-driven environment.
• Be seen as a thought partner to product and execs as we scale Amp's Mid-market go-to-market motion.

About You

You're 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 skill-set :

• 25 years of B2B SaaS sales experience, ideally in a PLG environment
• You thrive in environments building your own pipeline, and focusing on selling net-new logos
• Proven success selling to developers, engineering managers, and VPs of Engineering
• Comfortable navigating a hybrid motion (product-led + top-down Mid-market)
• 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 managing a book of business with high velocity deals
• Confident and curiousyou 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
• Public presence on social media (e.g., Twitter / LinkedIn) as a way to build credibility and attract attention from prospects

Level

This job is an IC3 - IC4. 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 outlined below :

• IC3 : $115,000 USD base + $115,000 USD variable ($230,000 USD on-target-earnings).
• IC4 : $150,000 USD base + $150,000 USD variable ($300,000 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 5.5 hours in total.

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

• [30 min] Recruiter Screen
• [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 cross-functional partners...

• [45 min] Peer with an Account Executive & Customer Engineer or CSM
• [45 min] Sales Presentation with RSD, Account Executive, & Customer Engineer or CSM
• [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 GTM Leader, Aimee Menne
• [30 min] Co-founder & CEO with Quinn Slack
• We check references and conduct your background check