Regional Sales Director [M4]

About the role

As the Regional Sales Director at Sourcegraph, you will be instrumental in shaping and executing our enterprise sales strategy. This leadership position requires you to guide a dedicated team in acquiring new business, nurturing a sales pipeline, and successfully closing deals with prospective clients. You will engage directly with both your team and customers, ensuring that objectives are met and that the sales process is streamlined and effective.

Key facts

What you'll do

• Lead and manage the enterprise outbound sales initiatives, providing strategic coaching and mentorship to your Account Executives (AEs).
• Actively engage in sales negotiations, offering your expertise to facilitate the closure of key opportunities.
• Develop and implement effective sales strategies that align with the company's growth objectives.
• Monitor team performance metrics and provide constructive feedback to enhance individual and team productivity.
• Collaborate with marketing and product teams to ensure alignment on messaging and value propositions for potential clients.
• Conduct regular training sessions to equip your team with the latest sales techniques and product knowledge.
• Establish and maintain relationships with key stakeholders within client organizations to foster long-term partnerships.
• Analyze market trends and competitor activities to identify new business opportunities and adjust strategies accordingly.
• Oversee the sales forecasting process, ensuring accuracy and accountability in pipeline management.
• Facilitate structured deal reviews and qualification frameworks to improve deal quality and close rates.
• Champion a culture of high performance and accountability within the sales team.
• Represent Sourcegraph at industry events and conferences to promote our brand and offerings.

Requirements

• At least 4 years of experience in a frontline sales management position, with a proven ability to lead teams of 6 to 10 AEs.
• Demonstrated success in recruiting, developing, and retaining top-tier sales talent, with a focus on hands-on coaching and mentorship.
• Strong background in accurate sales forecasting and disciplined pipeline management practices.
• Familiarity with structured deal qualification frameworks, such as MEDDIC or MEDDPICCC, to enhance sales effectiveness.
• Proven history of building and leading successful sales teams that consistently achieve or surpass revenue targets, particularly in securing six-figure contracts with enterprise clients.
• Excellent communication and interpersonal skills, with the ability to engage effectively with diverse stakeholders.

Nice to have

• Experience in the developer tools sector or related technical fields, enabling effective communication with engineering teams.
• Familiarity with SaaS sales models and the dynamics of selling to enterprise-level clients.
• Previous experience working in a remote or distributed team environment.

Skills & tools

• Comprehensive understanding of complex sales cycles and the ability to manage engagements involving multiple stakeholders.
• Proficiency in CRM software and sales analytics tools to track performance and optimize sales strategies.
• Strong analytical skills to assess sales data and market trends for informed decision-making.

Practical notes

• This role will involve regular travel to meet with clients and prospects, so candidates should be located near a major airport for convenience.
• Sourcegraph is an equal opportunity employer and participates in E-Verify for U.S. employees, ensuring a fair hiring process for all candidates.

Compensation

The expected compensation for this role includes a base salary of $180,000 USD, complemented by an additional $180,000 USD in variable compensation, resulting in a total on-target earnings package of $360,000 USD. We offer competitive salaries, equity options, and a comprehensive benefits package designed to support our employees' well-being and professional growth.

Interview process

Candidates can expect a multi-stage interview process that includes an initial screening by a recruiter, an interview with the hiring manager, team interviews with peers and leadership, and a final interview focused on our company values and collaborative working sessions with leadership. The total anticipated time commitment for the interview process is approximately 5.75 hours.

Learn more about us

For further insights into our work culture, compensation structure, and benefits, we encourage you to review our employee handbook. At Sourcegraph, we are dedicated to fostering an inclusive workplace that values diversity and promotes a supportive environment for all employees.