Revenue Strategy and Operations Manager [IC4]

Working hours

🌎 While we are an all-remote company and hire almost anywhere in the world, we do require successful candidates to be located in the United States, specifically on the West Coast.

• Preferred location: USA - West Coast

Why this job is exciting

As the Revenue Strategy and Operations Manager at Sourcegraph, you are stepping into a pivotal role that will shape our most strategic initiatives across the entire revenue organization. This isn’t just a job, it is a career-defining opportunity to lead the charge, craft innovative strategies to refine and optimize our TAM and launch new products in the dynamic AI space.

This is a ‘multi-altitudinal’ role where you’ll be both setting direction and executing on the details: building models, writing ROE docs, crafting comp plans, analyzing data, and unearthing insights to find ‘GTM Fit’ as we scale to $100M and beyond.

• Partner with the VPs of Sales and Technical Success to develop and execute innovative strategies that improve internal stakeholder experiences and increase revenue generation.
• Collaborate closely with GTM leadership to craft, drive, align, and communicate key initiatives within our overall go-to-market strategy, across sales, post-sales, and marketing.
• Develop and implement a cohesive GTM strategy that includes launching new products and expanding into new markets, all while optimizing our core revenue processes, operational policies, and procedures to boost revenue productivity.
• Lead the Annual Planning process for GTM, including territory planning, quota planning, workforce management planning, capacity analysis, and TAM/productivity analyses.
• Co-lead all pipeline generation efforts with Marketing to build a robust and healthy sales pipeline, ensuring a steady flow of high-quality leads to support our growth targets.
• Find and unearth key revenue insights to help us attract, land, retain, and expand customers.
• Standardize and automate reporting through dashboards and other self-service methods to better understand performance and enhance the efficiency of the revenue machine.
• Provide thought leadership in the area of sales compensation and program management, from plan design to evaluation.
• Create and enhance Sourcegraph’s Sales and Technical Success Rules of Engagement, outlining segmentation strategy, territory structure, and account team collaboration guidelines.
• Partner with revenue leadership and finance to generate an accurate revenue forecast (including new lands, expansions, and renewals) on a weekly/quarterly/annual basis.
• Manage and maintain the Sourcegraph Sales and Technical Success Handbook Pages.

About you 

You are a dynamic leader with a knack for strategic thinking and a drive to execute. With a background in revenue strategy and operations, you thrive in fast-paced environments and excel at turning complex challenges into scalable solutions. You possess a robust analytical mindset, enabling you to generate actionable insights that propel growth and efficiency.

Your proactive approach makes you a key player in enhancing the effectiveness of our sales and technical success teams by reducing friction, identifying opportunities, and preemptively navigating potential pitfalls. Through meticulous data analysis and insights, you continuously refine processes and improve operational outcomes. Known for your ability to drive initiatives that significantly enhance customer engagement and business performance, you are detail-oriented yet visionary. You excel in both planning and execution phases, ensuring that strategic goals are aligned to tactics and execution.

You are a highly visible member of the revenue leadership team with great communication skills, who can articulate ideas clearly and persuade stakeholders effectively, aligning teams toward common goals.

Your skill-set:

• 7+ years of professional experience with a core focus in sales and post-sales strategy and planning; high growth B2B technology sales
• Proven analytical and quantitative skills with a data-driven approach to problem-solving
• Understanding of core business processes in a B2B technology environment; sales, marketing, finance, product development, customer support and success, professional services
• Experience identifying, evaluating and analyzing business opportunities while working across multiple business units to drive decisions
• Experience with business modeling; operational, financial and statistical analysis
• Proven ability to thrive in a fluid, fast-paced, unpredictable environment.
• Experience growing within a small start-up. Strong ability to interact and influence effectively with all C-level executives and team members

Nice to haves:

• Familiarity with our tech stack: Salesforce (CRM), LeadIQ / ZoomInfo (data and enrichment), Outreach (Outbound automation), Chorus (call insights), HubSpot (Marketing Automation), and Looker (BI)

Level

📊 This job is an IC4.  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 IC4 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 IC4  pay band for your zone. The start of the IC4 pay band for each zone is listed below:

Zone 1: $150,500 USD
Zone 2: $120,400 USD

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
• [30m] Hiring Manager Screen

🧑‍💻 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] Resume Deep Dive
• [30m] Cross-functional team collaboration 
• [30m] Peer

🎉 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.