Sales Development Representative, Team Lead

Hours & location

Required working locations, one of:

• Austin, TX
• Chicago, IL
• Denver, CO
• Seattle, WA

Why this job is exciting

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 becoming more critical. Sourcegraph helps some of the largest and most sophisticated engineering organizations in the world have full codebase context so they can understand, oversee, and evolve their codebases. We need to tell this story more broadly, and need a SDR lead who can lead the buildout of our outbound prospecting motion by first doing while also concurrently managing an external outsourced function.

📅 Within one month, you will…

• Complete your onboarding, going deep into our ICP, product, customer wins and losses, and recent and current pipeline
• Learn our value framework and messaging house both of which will be critical to your personal success
• Take over day-to-day management of our outsourced third-party SDR team: understand their current motion, targets, and output, and where the gaps are
• Revamp our cold-call and LinkedIn messaging scripts, and start personally testing new messaging in-market

📅 Within one quarter, you will…

• Run a consistent outbound motion yourself — cold calls + LinkedIn — generating qualified net-new pipeline against a personal target
• Tighten the outsourced team: QA their messaging, coach, and hold them to activity and pipeline goals
• Turn what's working into a documented, repeatable outbound playbook — proven by your own results
• Establish and hit net-new outbound pipeline goals across both your direct effort and the outsourced team

📅 Beyond one quarter (if the above is working), you will…

• Hire and lead an in-house SDR team, scaling the playbook you've validated
• Own onboarding, coaching cadence, and pipeline targets for that team

About you 

This is a foundational role for our business. You'll re-introduce the outbound prospecting motion at Sourcegraph and prove it out yourself before scaling it into a team. You're a hunter first: you love the cold call, the LinkedIn thread, and the challenge of getting a busy engineering leader to pay attention. But you also think like a builder and a coach;  you'll manage our outsourced SDR team from day one, sharpen the scripts and cadences, and turn what's working into a playbook others can run.

Your skill-set:

• 3+ years in outbound sales development / prospecting, with a track record of personally generating net-new enterprise pipeline via cold calling, email, and social
• Player-coach mentality you'll pick up the phone and prospect directly, not just manage
• 0 → 1 builder: you've created scripts, cadences, and playbooks from scratch
• Superb written and verbal communication; you can craft and A/B test messaging that converts skeptics
• Able to sell into technical/engineering audiences and ramp on a technical product quickly
• High agency, gritty, comfortable with ambiguity
• Data-driven: you measure and iterate on activity → meeting → pipeline conversion

Nice to Have

• Background in developer tools or an adjacent technical domain
• Experience managing or coaching reps, or an outsourced/agency SDR team

Level

📊 This job is an IC3.  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 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 compensation for this role is $98,700 USD base + $42,300 USD variable ($141,000 USD on-target-earnings). 

📈 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 3.15 hours in total.

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

• [30m] Recruiter Screen -  Trevor Houghton
• [45m] Hiring Manager Screen/Resume Deep Dive - Aimee Menne 

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

• [30m] Cross-functional team collaboration  - Mark Cochran

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

• [30m] Values
• [60m] Working session - Aimee Menne, Jon Kishpaugh, Marketing
• 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.