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