Regional Sales Director, SMB & Mid-Market [M4]

Who we are

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 devs 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.

Location

🌎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 locations:

• Remote - US-Based

Why this job is exciting

Sourcegraph is at an inflection point – our AI-powered coding agent, Amp, has fundamentally changed how we go to market. As a leader, you’ll be building and leading the team responsible for the fastest, highest-velocity segment of our business.

This role is exciting because:

• You're building the motion, not inheriting it: Amp Enterprise launched in June so the playbook for SMB/MM (sub-500 devs)  is yours to write. You'll define the prospecting strategies, qualification criteria, and sales process that will scale this segment.

• High-velocity, high-impact sales: Your team will close hundreds of new logos annually with fast, snappy sales cycles. This isn't relationship-based enterprise selling—it's about identifying signals, moving fast, and winning in a highly competitive AI coding market.

• Hands-on player-coach opportunity: You'll manage a team of 6 AEs initially (growing to 10-12+ within 12 months), but this isn't a "manage from above" role, you’ll be in the deals with them, reviewing calls, refining pitches, and coaching in real-time. If you love being in the arena, this role is for you.

• Hybrid PLG + outbound motion: You’ll not only be helping your team with self-generated outbound, but you’ll also be partnering with marketing to optimize the conversion of product-qualified leads from our user base. You'll also work directly with Marketing and Product teams to improve conversion rates and identify buying signals in product usage data.

• AI coding market timing: Developers are rapidly adopting AI coding tools. You're selling into a market with massive tailwinds, where companies are actively seeking solutions. The challenge isn't convincing them they need agentic solutions, it's winning against in a noisy, crowded market where companies are investing in multiple tools at once.

• Ownership of a critical growth engine: SMB and MM accounts represent the volume engine for Sourcegraph's growth. While Strategic accounts drive ARR concentration, your team will drive logo acquisition, market penetration, and the foundation for future expansion revenue.

What makes this role unique:

You'll be operating in the "innovation zone" of a seasoned, established company that's transitioning from seat-based enterprise software to consumption-based AI products. You won't have perfect enablement materials, established processes, or a proven playbook but what you will have is the autonomy to build and a team hungry to learn.

If you thrive in ambiguity, love coaching reps to punch above their weight, and want to build something from the ground up rather than optimize an existing motion, this is the place for you. 

📅 Within one month, you will…

• Begin 1:1’s with your Account Executives, activate your 30-60-90 plan, and meet & shadow current members of the Sourcegraph team.
• Work directly with your manager and peers on new initiatives and ways to improve day-to-day operations; build the best Sales team in the industry.
• Meet key partners across the business who will be key relationships for you throughout your AE’s deal cycle.
• Understand the Sourcegraph customer base, ICP, product and value proposition

📅 Within three months, you will…

• Define and execute a regional sales plan to meet and exceed sales goals in new and existing accounts.
• Empower Account Executives through planning sessions, accountability and execution.
• Be a product expert and feel comfortable assisting your team in closing deals
• Accurately assess the capabilities, motivators, and career goals of each team member and provide ongoing coaching to improve their performance and support their career path
• Develop and implement sales strategies that drive monthly, quarterly and yearly growth against company targets
• Perform regular pipeline reviews and accurately forecast sales pipeline 
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts and client care
• Learn and maintain in-depth knowledge of Sourcegraph’s product, value, competitors, and unified communications and collaboration industry trends

📅 Within six months, you will…

• Consistently help your team meet or exceed quota
• Continue to focus on your OKRs

📅 Within one year, you will…

• Be considered a top-performing team leader by consistently exceeding team goals
• Cultivate a team of Account Executives that see consistent month-over-month success
• Serve as a mentor, leader, or coach to other new peers of the team

About you 

You have demonstrable success in high-velocity B2B SaaS sales:

• 7+ years in B2B SaaS sales with 3+ years managing sales teams of 5-10 reps
• Proven track record managing teams that consistently hit or exceed quota (you can point to specific team attainment numbers)
• Experience in PLG-to-sales conversion environments where you've worked closely with Marketing/Product to convert self-service users into paying customers
• Track record in consumption-based or usage-based pricing models (bonus: developer tools, infrastructure, or AI products)
• Experience coaching teams that do self-generated outbound prospecting—not just working inbound leads

You're a player-coach who thrives in the details:

• You don't just review pipeline reports; you listen to calls, join customer meetings, and actively coach reps on their approach
• You can diagnose why deals stall and prescribe specific actions to get them unstuck
• Track record of ramping new reps quickly in high-velocity environments

You have strong technical aptitude:

• While you don't need to be an engineer, you can hold credible conversations with technical buyers about AI, code generation, development workflows, and software engineering productivity
• You understand how developers work and what motivates engineering leaders to invest in new tools
• Comfortable in the AI coding space and can articulate competitive differentiation against other tools in the market

You're adaptable and thrive in ambiguity:

• You are energized by building processes, not just executing existing playbooks
• You are comfortable with rapid iteration—what works this month may need to change next month
• Foster team cohesion even when the path forward isn't perfectly clear
• Make data-driven decisions with incomplete information

You bring hustle and grit:

• You set the standard for work ethic and activity levels—your team will follow your lead
• Bias toward action: you'd rather test and learn than wait for perfect information
• Comfortable with the intensity of managing a team targeting 200+ logos annually
• Resilient in competitive, fast-moving markets

What won't work:

• If you prefer established enterprise sales processes with long cycles and executive relationship selling, this isn't the right fit
• If you want to "manage from above" without being deeply involved in your team's deals
• If you need perfect enablement, content, and processes before taking action

Level

📊 This job is an M4. 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.

Your salary is determined by your pay band for the M4 job level. For determining pay bands, 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. Both U.S. and international locations are divided into one of four zones, determined by the cost of labor index for each area. The salary for a successful candidate will be based on level, job-related skills, experience, qualifications, and location zone. Please note that the salaries below may be adjusted in the future.

💰 The target compensation for this role is based on the M4 pay band for your zone. The start of the M4 pay band for each zone is listed below:

• Zone 1: $195,000 USD  base + $195,000 USD variable ($390,000 USD on-target-earnings). 

Please speak with a recruiter for additional information regarding zone locations.

📈 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…

• [30m] Recruiter Screen - Kelsey Nagel
• [30m] Hiring Manager Screen - Aimee Menne

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [30m] Peer Interview - Jon Kishpaugh
• [45m] Leadership Interview with two potential direct reports 

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

• [60m] Working session with leadership - Aimee Menne, Jon Kishpaugh, Connor O’Brien
• [30m] Values
• [30m] Leadership with co-founder - Quinn Slack
• [30m] Leadership/values with head of people - Carly Jones
• 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 E-Verify for U.S. Employees.