Sourcegraph, Inc.
Overview
Our mission at Sourcegraph is to make it so that everyone can code, not just ~0.1% of the population. Sourcegraph builds tools that accelerate software development at scale, including Code Search and Amp, our agentic coding tool. We are trusted by engineering teams at Stripe, Uber, and Palo Alto Networks and have $225M in funding from investors such as a16z, Sequoia, and Redpoint. We are a globally distributed team with a culture of high agency, direct communication, and a strong focus on developers. If you want to work at the bleeding edge of software and do meaningful work, join us. We hire almost anywhere in the world, but we expect this role to reside in North American time zones. Preferred timezones: PST, MST, CST, EST. We do not subscribe to “I do my best work when I work 40 hours a week.” We hire people who believe that building outstanding things means working hard — smarter and more hours than the competition. Why this job is exciting
As a Sales Strategy Analyst at Sourcegraph, you’ll be on the front lines of one of the hottest markets today: generative AI for developer tools. This space is competitive and fast-moving, and our sales team needs sharp insights to win. Your role is to research, analyze, and identify the best new accounts for us to pursue, helping AEs focus on the right logos at the right time and providing multi-touch campaigns to build new pipeline. You’ll work collaboratively with Sales, RevOps, Marketing, and Product teams and will be a key partner to Sales, uncovering new logo opportunities, creating account research playbooks, and surfacing insights that improve outbound prospecting. Instead of creating marketing content, your focus will be on building account strategies, identifying buyer signals, and enabling sales with data-driven targeting and playbooks. You’ll help tell sharper stories about where and why we should win by researching markets, tracking competitor activity, and analyzing customer adoption trends. You’ll establish a tight feedback loop between Sales, Marketing, and Product to align GTM strategy with real market activity. Your insights will influence how our teams prioritize accounts, approach prospects, and grow pipeline in the generative AI space. Within one month: You will start building trusting relationships with the sales team and cross-functional partners. You will deeply understand our ICP, product value props, and competitive landscape. You will shadow AEs to understand pain points in target accounts and pipeline generation. You will deliver the first “market mapping” snapshot of 10-15 high-potential accounts in target verticals. Within three months: You will create your first playbook to target the top 20 target organizations, mapping decision-makers, org structures, entry points, and success metrics. You will develop a repeatable process for tracking signals and surface them to the sales team weekly. You will deliver the first competitor displacement analysis. You will partner with Marketing to design and launch at least one multi-touch campaign based on whitespace analysis. Within six months: You will own whitespace/TAM analysis across verticals and geographies. You will deliver 3 prospect playbooks that are actively used. You will present quarterly insights to sales and marketing leadership. You will influence at least 20% of new logo pipeline. Within one year: You will be the internal expert on market mapping, whitespace, and competitor displacement. You will build a scalable system for continuously refreshing target account lists and insights. You will partner with marketing on at least 3 campaigns that produce new logo opportunities. You will deliver an annual market research report for leadership, summarizing trends, whitespace, and growth opportunities. You will demonstrate measurable impact by showing that your playbooks contributed to sourced pipeline growth. About you
You’re a curious, analytical thinker who loves digging into markets, data, and org charts to uncover opportunities others miss. You thrive at turning vague questions into clear, actionable strategies that help sales teams focus on the right accounts at the right time. Collaboration energizes you, and you see your work as a multiplier, enabling Sales, Marketing, and RevOps to be sharper and more effective. Qualifications: You have excellent communication abilities, both written and verbal. You have supported sales teams that focus on working with enterprise companies. You have at least 1 year of experience in sales strategy, revenue operations, or a related analytical role. You have strong research and analytical skills, able to synthesize market data and buying signals into actionable insights. You have familiarity with GTM motions like product-led growth, account-based sales, new logo acquisition, enterprise selling. You have excellent communication skills. You are proficient with sales intelligence tools. You are a self-starter who can manage ambiguity and prioritize effectively in a fast-moving environment. You have experience with Salesforce and HubSpot. Nice to haves: You have knowledge of developer ecosystems. You have experience in account-based marketing. You’re excited to work in a startup environment. 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 teammate. Your salary is determined by your pay band for the IC1-IC2 job level. For determining pay bands, we use market data and the location zone, targeting the high end of the range to ensure we’re always paying above market. Salaries below may be adjusted in the future. The target compensation for this role is based on the IC1-IC2 pay band for your zone: IC1: $79,000 base + $8,000 target bonus ($87,000 on-target-earnings). IC2: $99,000 base + $10,000 target bonus ($109,000 on-target-earnings). Please speak with a recruiter for additional information regarding zone locations. In addition to cash compensation, we offer equity and generous perks & benefits. Interview process overview: The interview process is designed to help determine fit and move quickly. It is expected to take about 4.5 hours in total. Introduction Stage
– initial conversations to get to know you better. Team Interview Stage
– deeper exploration of your experience and meeting team members and cross-functional partners, including: [60m] Peer/Cross-collaboration [60m] Presentation Final Interview Stage
– final round to gain a holistic understanding of our business and values, including reference checks and background check. Please note that 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; we welcome people from all backgrounds. Sourcegraph participates in E-Verify for U.S. Employees. Demographic Questions
At Sourcegraph, we value belonging and invite candidates to respond to a voluntary demographic survey for required government reporting. Your responses will not be associated with your application and will not be used in the hiring decision.
#J-18808-Ljbffr
Our mission at Sourcegraph is to make it so that everyone can code, not just ~0.1% of the population. Sourcegraph builds tools that accelerate software development at scale, including Code Search and Amp, our agentic coding tool. We are trusted by engineering teams at Stripe, Uber, and Palo Alto Networks and have $225M in funding from investors such as a16z, Sequoia, and Redpoint. We are a globally distributed team with a culture of high agency, direct communication, and a strong focus on developers. If you want to work at the bleeding edge of software and do meaningful work, join us. We hire almost anywhere in the world, but we expect this role to reside in North American time zones. Preferred timezones: PST, MST, CST, EST. We do not subscribe to “I do my best work when I work 40 hours a week.” We hire people who believe that building outstanding things means working hard — smarter and more hours than the competition. Why this job is exciting
As a Sales Strategy Analyst at Sourcegraph, you’ll be on the front lines of one of the hottest markets today: generative AI for developer tools. This space is competitive and fast-moving, and our sales team needs sharp insights to win. Your role is to research, analyze, and identify the best new accounts for us to pursue, helping AEs focus on the right logos at the right time and providing multi-touch campaigns to build new pipeline. You’ll work collaboratively with Sales, RevOps, Marketing, and Product teams and will be a key partner to Sales, uncovering new logo opportunities, creating account research playbooks, and surfacing insights that improve outbound prospecting. Instead of creating marketing content, your focus will be on building account strategies, identifying buyer signals, and enabling sales with data-driven targeting and playbooks. You’ll help tell sharper stories about where and why we should win by researching markets, tracking competitor activity, and analyzing customer adoption trends. You’ll establish a tight feedback loop between Sales, Marketing, and Product to align GTM strategy with real market activity. Your insights will influence how our teams prioritize accounts, approach prospects, and grow pipeline in the generative AI space. Within one month: You will start building trusting relationships with the sales team and cross-functional partners. You will deeply understand our ICP, product value props, and competitive landscape. You will shadow AEs to understand pain points in target accounts and pipeline generation. You will deliver the first “market mapping” snapshot of 10-15 high-potential accounts in target verticals. Within three months: You will create your first playbook to target the top 20 target organizations, mapping decision-makers, org structures, entry points, and success metrics. You will develop a repeatable process for tracking signals and surface them to the sales team weekly. You will deliver the first competitor displacement analysis. You will partner with Marketing to design and launch at least one multi-touch campaign based on whitespace analysis. Within six months: You will own whitespace/TAM analysis across verticals and geographies. You will deliver 3 prospect playbooks that are actively used. You will present quarterly insights to sales and marketing leadership. You will influence at least 20% of new logo pipeline. Within one year: You will be the internal expert on market mapping, whitespace, and competitor displacement. You will build a scalable system for continuously refreshing target account lists and insights. You will partner with marketing on at least 3 campaigns that produce new logo opportunities. You will deliver an annual market research report for leadership, summarizing trends, whitespace, and growth opportunities. You will demonstrate measurable impact by showing that your playbooks contributed to sourced pipeline growth. About you
You’re a curious, analytical thinker who loves digging into markets, data, and org charts to uncover opportunities others miss. You thrive at turning vague questions into clear, actionable strategies that help sales teams focus on the right accounts at the right time. Collaboration energizes you, and you see your work as a multiplier, enabling Sales, Marketing, and RevOps to be sharper and more effective. Qualifications: You have excellent communication abilities, both written and verbal. You have supported sales teams that focus on working with enterprise companies. You have at least 1 year of experience in sales strategy, revenue operations, or a related analytical role. You have strong research and analytical skills, able to synthesize market data and buying signals into actionable insights. You have familiarity with GTM motions like product-led growth, account-based sales, new logo acquisition, enterprise selling. You have excellent communication skills. You are proficient with sales intelligence tools. You are a self-starter who can manage ambiguity and prioritize effectively in a fast-moving environment. You have experience with Salesforce and HubSpot. Nice to haves: You have knowledge of developer ecosystems. You have experience in account-based marketing. You’re excited to work in a startup environment. 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 teammate. Your salary is determined by your pay band for the IC1-IC2 job level. For determining pay bands, we use market data and the location zone, targeting the high end of the range to ensure we’re always paying above market. Salaries below may be adjusted in the future. The target compensation for this role is based on the IC1-IC2 pay band for your zone: IC1: $79,000 base + $8,000 target bonus ($87,000 on-target-earnings). IC2: $99,000 base + $10,000 target bonus ($109,000 on-target-earnings). Please speak with a recruiter for additional information regarding zone locations. In addition to cash compensation, we offer equity and generous perks & benefits. Interview process overview: The interview process is designed to help determine fit and move quickly. It is expected to take about 4.5 hours in total. Introduction Stage
– initial conversations to get to know you better. Team Interview Stage
– deeper exploration of your experience and meeting team members and cross-functional partners, including: [60m] Peer/Cross-collaboration [60m] Presentation Final Interview Stage
– final round to gain a holistic understanding of our business and values, including reference checks and background check. Please note that 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; we welcome people from all backgrounds. Sourcegraph participates in E-Verify for U.S. Employees. Demographic Questions
At Sourcegraph, we value belonging and invite candidates to respond to a voluntary demographic survey for required government reporting. Your responses will not be associated with your application and will not be used in the hiring decision.
#J-18808-Ljbffr