Sales Strategy Analyst [IC1-IC2]

Hours location

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

Preferred timezones:

• PST
• MST
• CST
• EST

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.

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…

• [60m] 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
• [30m] Leadership with co-founder
• 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.