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.

Hours & location

🌎 While we hire almost anywhere in the world, we expect this person to reside in North American time zones.

Preferred timezones:

We do not subscribe to "I do my best work when I work 40 hours a week." People we hire at Sourcegraph believe that building outstanding things means working very 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 go after, helping AEs focus on the right logos at the right time. Providing the sales team with multi-touch point campaigns to build new pipeline.

In this role, you'll work collaboratively with Sales, RevOps, Marketing, and Product teams. You'll be a key partner to Sales, uncovering new logo opportunities, creating account research playbooks, and surfacing insights that make outbound prospecting more effective. Instead of creating marketing content, your focus will be on building account strategies, identifying signals of buyer intent, and enabling sales with data-driven targeting and prospecting playbooks.

You'll help us 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 so we can align our GTM strategy to what's really happening in the market. Your insights will directly influence how our teams prioritize accounts, approach prospects, and grow pipeline in the generative AI space.

📅 Within one month:

You will start building a trusting relationship 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 the pain points in account targeting and pipeline generation.
Deliver 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 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 playbooks
You will establish yourself as a trusted advisor to sales leadership on market trends and opportunities

About you

Your skill-set:

2-4 years of experience in sales strategy, sales operations, market research, or business intelligence
Experience working with sales teams and understanding the sales process
Strong analytical skills with experience in data analysis and research
Ability to translate data and insights into actionable sales strategies
Excellent communication skills, both written and verbal
High agency and ability to work independently
Experience with CRM systems (e.g., Salesforce) and sales intelligence tools
Strong attention to detail and ability to manage multiple projects simultaneously

Nice to haves:

Experience in B2B SaaS, developer tools, or AI/ML companies
Experience with market mapping and account research
Knowledge of competitive intelligence and market analysis
Experience creating sales playbooks or enablement content

Level

📊 This job is an IC1-IC2. You can read more about our job leveling philosophy in our Handbook.

Compensation

💸 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 single Sourcegraph teammate.

Your salary is determined by your pay band for the IC1-IC2 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 based on the IC1-IC2 pay band for your zone.

IC1: $79,000 USD base + $8,000 USD target bonus ($87,000 USD on-target-earnings).
IC2: $99,000 USD base + $10,000 USD target bonus ($109,000 USD on-target-earnings).

Please speak with a recruiter for additional information regarding zone locations.

📈 In addition to our cash compensation, we offer equity (because when we succeed as a company, we want you to succeed, too) and generous perks & benefits.

Interview process

Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we're the right fit for you… Interviewing is a two-way street, after all!

We expect the interview process to take 4.5 hours in total.

👋 Introduction Stage - we have initial conversations to get to know you better…

[30m] Recruiter Screen
[60m] Hiring Manager Screen & Resume Deep Dive

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

[45m] Peer/Cross-collaboration
[60m] Presentation

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…

[30m] Values
We check references and conduct your background check

Please note - you are welcome to request additional conversations with anyone you would like to meet, but didn't get to meet during the interview process.

Sales Strategy Analyst [IC1-IC2]

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