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 insights
You will partner with marketing on at least 3 campaigns that produce new logo opportunities
You will deliver annual market research report for leadership, summarizing trends, whitespace, and growth opportunities
You will demonstrate measurable impact by showing that your playbooks contributed to sourced pipeline growth

About you

You’re a curious, analytical thinker who loves digging into markets, data, and org charts to uncover opportunities others miss. You thrive at turning vague questions into clear, actionable strategies that help sales teams focus on the right accounts at the right time. Collaboration energizes you, and you see your work as a multiplier, enabling Sales, Marketing, and RevOps to be sharper and more effective.

Qualifications:

You have excellent communication abilities, both written and verbal
You have supported sales teams that focus on working with enterprise companies
You have at least 1 year of experience in sales strategy, revenue operations, or related analytical role
You have strong research and analytical skills, able to synthesize market data, buying signals into actionable insights
You have familiarity with GTM motions like product led growth, account based sales, new logo acquisition, enterprise selling
You have excellent communication skills
You are proficient in with sales intelligence tools
You are a self starter who can manage ambiguity and prioritize effectively in a fast moving environment
You have experience with Salesforce and Hubspot

Nice to haves:

You have knowledge of developer ecosystems
You have experience in account based marketing
You’re excited to work in a start up environment
Pocus, 6Sense, Clay

Level

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

Sales Strategy Analyst

NAMER

Remote

Senior

Sourcegraph