The Sales team represents us and our values to customers, bringing back dollars and feedback to help us grow.
- Account Tiers
- Common questions from prospective customers
- Sales team onboarding
- SDR Team
- Sales strategy & ops team
- Sales interview process
- Recording lead and customer emails, calls, and notes
- Using Salesforce
- Sales Resources
- Engaging with Legal
- Engaging with Security
- Use cases
- Process docs
- Deployment methods and products
- Forecasting Overview
- Territory Assignment Process
Find the Sales Target Market here.
Not all team members are reflected here yet. If you see yourself missing, please add yourself!
- Greg Bastis, VP, Sales
- Scott Campbell, Regional Director of Sales, East
- Kai Passo, Account Executive
- Bill Kolman, Account Executive
- Caitlin Moran, Enterprise Account Executive
- Kevin Quigley, Account Executive
- Nick Hernandez, Enterprise Account Executive - Sales
- David James Johnson, Enterprise Account Executive
- Dudley Nostrand, Director, Value Engineering & Sales Enablement
- Jamie Lindsay, Sales Enablement Lead
- Khoshal Wial, Regional Director Sales EMEA
- Luke Taylor, Enterprise Account Executive
- James Ghaedi, Account Executive, EMEA
- Andrew Reed, Senior Manager, Sales Development
- Ellie Dawson, Sales Development Representative
- Brannon Rouse, Sales Development Representative
- Carter Jaenichen, Sales Development Representative
- Daniel Gwyn, Sales Dev Rep
- Rohan Gupta, Sales Development Representative - (USA)
- Ashwin Thakur, Sales Development Representative (EMEA)
- Casi Neff, Sales Development Representative (East)
- Sam Lottes, Sales Development Representative
- Andrew Kim, Sales Development Representative
- Brock Perko, Regional Sales Director, West
- Owen Brennan, Account Executive
- James Clifford, Account Executive
- Jon Kishpaugh, Account Executive
- Cory Dobson, Enterprise Account Executive - Sales
- Michael McMahan, Enterprise Account Executive
- Todd Herskovitz, Strategic Account Executive
- Sarah Dunn, Enterprise Account Executive
- Jessie Seidler, Enterprise Account Executive
- Ajay Uppaluri, Director, Sales Strategy & Operations
- Seth Hoover, Senior Salesforce Administrator
- Steph Hay, Sales Strategy & Operations Manager
- Tom Pinckney, Head of Business Development
- Scott Campbell, Regional Director of Sales, East
See roles page.
How sales works with other Sourcegraph teams
Team members who want to join calls
See finance definitions for definitions of financial terms such as ARR, IARR, bookings and more.
A customer is an organization with a Sourcegraph subscription contract that has not ended.
- We can only publicly mention the names of customers who have explicitly agreed to be referenceable.
- Customers mentioned on about.sourcegraph.com (by logo and/or case study) are referenceable.
- If in doubt about whether another customer is referenceable by name, ask in #sales.
- If an organization’s contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.)
Open pipeline is the sum of all Opportunities that are in Stage 1 or greater, for a specific time period.
Qualified pipeline is the sum of all Opportunities that are in Stage 2 or greater, for a specific time period.
Weighted pipeline is the sum of all Opportunity iARR values, multiplied by the probability % by associated stage.
Win rate is the percentage of deals closed that were
Closed Won (the prospect converted to a paying customer).
Calculation: # of deals closed won / (# of deals closed won + # of qualified deals closed lost)
Close rate is the ratio of deals that were
Closed Won to deals qualified within the same period.
Calculation: # of deals closed won / # of deals qualified in the period
Revenue Kickoff is an annualevent held in February for our Revenue Teams (Sales, Technical Success). The main objectives is to motivate our team, define our strategy for the year; and celebrate wins.
Sales Accepted Opportunity (SAO)
Sales Accepted Opportunities are where ALL of the following are true:
- We have completed an intro call/meeting with the company/contact
- Company/contact has identified at least one application of a core use case tied to a ‘why now’ event
- Contact can be a potential champion or coach for the specific use case(s)
- Company has 500+ Developers, is a company that has potential to grow to that scale, or is a company that has a specific pain point that Sourcegraph can uniquely solve
- Company/contact agrees to a specific/objective next step Any Opportunity that is moved into the Qualification Stage or beyond is automatically tagged as Sales Accepted Opportunity in Salesforce
- For examples of the above criteria, please see this presentation
Multiple Sales Accepted Opportunities (SAOs) within the same account:
It is acceptable to create multiple opportunities within the same account. SDR crediting will apply under the following circumstances:
- The new SAO has a new Primary Contact
- The new Primary Contact was not referred by an existing Primary Contact
- There have been no Closed Won opportunities within the past 30 days
- All SAO criteria is met for the newly created opportunity
Target Opportunity Profile:
SDRs should focus on identifying and setting meetings for the AE team that meet the following criteria:
Relevant contact (potential champion or coach) that is aware of / understands code search in some capacity (has used Sourcegraph or another code search tool like OpenGrok, has worked for Google/Facebook and used their tool)
Title/role includes Director+ developer productivity, developer experience, API services, distinguished eng, platform engineer.
Company has 500+ Developers, is a company that has potential to grow to that scale, or is a company that has a specific pain point that Sourcegraph can uniquely solve
Target Accounts are prospective customer accounts that the AE/SDR has specifically identified as priority accounts for outbound prospecting efforts.
Target Accounts can be easily identified in Salesforce by the “Target Account” field designation. To make any updates to this field on a particular account, please contact your manager.
AE can trade a targeted account for an unassigned account with managers approval. Must be in writing and sent to the Manager. If the Manager accepts trade/Account will be transferred to AE. AE’s SDR will be assigned automatically to account and should be notified of the change in ownership.
See also the MQL (marketing-qualified lead) definition.
See Our Stages and the reasoning behind them.
Maintaining customer spreadsheets
Maintaining Server Installers to Company List and Server to Company List spreadsheets for every new company on a trial and new customers.
These are used as join tables in Looker, and are important to connect instance data to a specific customer.
Sales Career Development
Visit this page to learn more about Sales career development.