Regional Sales Director [M4]

🌎 While we hire almost anywhere in the world, we have a preference for someone to reside in the United States for this role. This role requires regular travel to meet with customers and prospects. We prefer candidates within a reasonable distance of a major airport.

Sourcegraph gives engineering teams complete context to understand, oversee, and evolve large, complex codebases. As agent adoption grows across enterprise engineering, the need for that context is only getting more critical. Enterprise is our primary growth focus, and we need a Regional Sales Director who can lead a new business AE team, build pipeline, and close net new logos.

This is a frontline leadership role. You'll own enterprise outbound, coach your AEs, and step into deals when the team needs it. The opportunity is real.

The expectation is that you help this team execute with more focus and urgency than before.

• Complete 1:1s with your AEs to understand where they are with their business, what coaching needs they have, and what's blocking their pipeline development and deal movement

• Meet your key partners across marketing, finance, and leadership

• Set your key priorities (Objectives and Key Results) with your manager and develop an action plan to achieve them.

• Be running regular pipeline reviews, forecasting accurately, and holding the team accountable to the activity goal being tracked

• Have a clear plan for improving enterprise outbound pipeline generation across the team

• Step into deals where your team needs support opening and closing

• Have a baseline read on each rep's capability and career trajectory

• Have the team tracking against quota with improving pipeline coverage

• Be operating independently with strong cross-functional relationships

• 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

We're not looking for someone who inherits a book of business — we want a builder. You've managed new business AEs and built outbound pipeline in competitive enterprise environments, selling into technical buyers — specifically engineering teams — where you've had to earn every deal through disciplined, value-led execution, not incumbency or brand.

You hold your team accountable, develop people intentionally, and aren't above getting into deals yourself when the situation calls for it. Your reps are better for having worked with you.

• 4+ years as a frontline enterprise sales manager, with direct experience leading teams of 6–10 AEs

• Proven ability to hire, develop, and retain top sales talent, with a hands-on coaching approach to rep development and performance management

• Consistent track record of accurate roll-up forecasting and disciplined pipeline management

• Experienced in running structured deal reviews and inspecting pipeline with a repeatable qualification framework (e.g. MEDDIC/MEDDPICCC), with a track record of coaching reps to improve deal quality and close rates

• Demonstrated history of building high-performing teams that hit and exceed revenue targets with strong seller participation across the board

• Deep experience selling and leading teams that sell six-figure contracts into enterprise accounts, with a strong command of complex, multi-stakeholder sales cycles

• Background in developer tools or an adjacent technical domain, with enough technical fluency to earn credibility with engineering buyers and partner effectively with SEs

📊 This job is an M4. You can about our job leveling philosophy in our Handbook.

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 $180,000 USD base + $180,000 USD variable ($360,000 USD on-target-earnings).