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Salary: USD 98,700 - 141,000 / annual
Sourcegraph is building the infrastructure layer that gives engineering organizations full visibility across their codebases and enables AI agents to operate with confidence at scale. The company's products—Code Search, Deep Search, MCP, and Agentic Batch Changes—help teams like Stripe, Reddit, and Leidos navigate massive codebases and execute coordinated code changes across hundreds of repositories.
You will lead the rebuild and scaling of Sourcegraph's outbound sales development motion. This is a foundational, high-agency role that combines individual contribution with team leadership. You will personally drive cold outbound prospecting (calls, email, LinkedIn) while simultaneously managing an external outsourced SDR team, sharpening their messaging and holding them to pipeline targets.
Within your first month, you will complete onboarding on the ICP, product, and customer landscape; take over day-to-day management of the outsourced SDR team; and begin testing new cold-call and LinkedIn messaging in-market.
Within one quarter, you will run a consistent personal outbound motion generating qualified net-new pipeline against your own target, tighten the outsourced team through QA and coaching, document a repeatable outbound playbook validated by your own results, and establish net-new pipeline goals across both your direct effort and the outsourced team.
Beyond one quarter (if results validate the motion), you will hire and lead an in-house SDR team, scaling the playbook you've proven, and own their onboarding, coaching cadence, and pipeline targets.
You are a hunter first—you love the cold call and the challenge of getting busy engineering leaders to pay attention. You also think like a builder and coach: you'll create scripts and cadences from scratch, manage external teams, and turn what works into a playbook others can execute. You combine high agency and grit with data-driven iteration on activity-to-meeting-to-pipeline conversion.
Requirements:
- 3+ years in outbound sales development or prospecting with a track record of personally generating net-new enterprise pipeline via cold calling, email, and social
- Player-coach mentality: you will pick up the phone and prospect directly, not just manage
- 0→1 builder experience: you've created scripts, cadences, and playbooks from scratch
- Superb written and verbal communication; ability to craft and A/B test messaging that converts skeptics
- Ability to sell into technical/engineering audiences and ramp on a technical product quickly
- High agency, gritty, comfortable with ambiguity
- Data-driven approach: you measure and iterate on activity → meeting → pipeline conversion
Nice to have:
- Background in developer tools or adjacent technical domain
- Experience managing or coaching reps, or managing an outsourced/agency SDR team
