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

Sourcegraph; United States; Remote; USD 115,000 - 150,000; Full time

Job summary

A leading technology company is seeking a Mid-Market Account Executive to drive sales and build relationships with developers. This remote role focuses on new business development and requires 2–5 years of B2B SaaS sales experience. Ideal candidates are results-driven and possess strong technical knowledge of developer tools. The target compensation is competitive with substantial equity and benefits.

Benefits

Equity offerings

Comprehensive benefits

Qualifications

• 2–5 years of B2B SaaS sales experience, ideally in a PLG environment.
• Proven success selling to developers, engineering managers, and VPs of Engineering.
• High agency: you build rather than wait.

Responsibilities

• Ramp quickly on product and identify pipeline generation.
• Own a territory plan focused on new business.
• Run a full-cycle sales motion from PQL to multi-year contract.

Skills

B2B SaaS sales experience

Ability to build own pipeline

Proven success selling to developers

Excellent storytelling skills

Strong understanding of developer tools

Confidence in demos

Ownership and high agency

Tools

Looker

Job description

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

Remote

Overview

Sourcegraph is building tools that help developers explore and understand massive codebases. Our mission is to make it possible for everyone to code, not just a small minority. We’re trusted by engineering teams at leading companies and operate as a globally distributed team with a culture of high agency, direct communication, and deep love for developers.

Working hours

We are an all-remote company and hire almost anywhere in the world, but successful candidates must be located in the United States, specifically on the West Coast. Preferred location: USA - West.

Why this job is exciting

As a Mid-Market Account Executive, you won’t just sell software—you’ll drive a new way of working for developers. This is a true hunting role on our net-new logo team, partnering 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 passion in a PLG motion.

Responsibilities and priorities

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 to 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 and help set the playbook for selling in a PLG + AI-driven environment.
• Be seen as a thought partner to product and executives as we scale Amp’s Mid-market go-to-market motion.

About you

You're a modern seller with 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.

• 2–5 years of B2B SaaS sales experience, ideally in a PLG environment
• Thrive in environments building your own pipeline and 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 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
• Public presence on social media (e.g., Twitter/LinkedIn) as a way to build credibility and attract attention from prospects

Compensation

We pay an above-average salary and provide equity and generous perks & benefits. Compensation ranges are visible to every Sourcegraph teammate. The target compensation for this role is:

• IC3: $115,000 base + $115,000 variable ($230,000 on-target earnings)
• IC4: $150,000 base + $150,000 variable ($300,000 on-target earnings)

In addition to cash compensation, we offer equity and comprehensive benefits.

Interview process

The interview process is designed to help both you and Sourcegraph determine fit. It typically takes about 5.5 hours in total and includes:

• Introduction Stage — initial conversations to get to know you better
• Team Interview Stage — a deeper dive into your experience with cross-functional partners
• Final Interview Stage — a closer look at our business and values
• References and background check

Please note you may request additional conversations with anyone you would like to meet.

Learn more about us

You can learn more about working at Sourcegraph by reading our handbook. Sourcegraph is an equal opportunity workplace and welcomes people from all backgrounds. Sourcegraph participates in E-Verify for U.S. employees.