Account Executive Career Development Framework

Note: These are eligibility guidelines; scores are at the discretion of the Sales Leadership Team based on a teammate's performance against their level. ***To Receive a "1" Rating, you MUST hit both Quota Eligibility and Exceed Expectations for BOTH Role Scope/Execution and Team/Cross-Functional Impact supported by examples and impact.

Sales Competencies

Score Eligibility	Quota Attainment (non-ramp year)
1 - Distinguished Performance	130%+
2 - Superior Performance	111-129%
3- Meeting High Bar	80-110%
4 - Partial Successful Performance	<80%
5- Unsuccessful Performance	<40%

Career Framework Expectation	L1	L2	L3	L4	L5	L6
Role Scope/Execution	Meeting Expectations - Key Competencies: Demonstrates a basic understanding of Sourcegraph's products and sales processes, efficiently completes routine tasks with close guidance from leadership. Independence: Begins to participate in managing account teams but heavily relies on leadership for direction and decision-making. Executes very low-complexity deals effectively, primarily focusing on volume and frequently seeking assistance. Exceeding Expectations - Key Competencies: Proactively seeks to expand product knowledge, demonstrates initiative in learning more complex aspects, and applies feedback effectively. Independence: Shows growing confidence in managing account-related tasks with less frequent need for close supervision. Handles low-complexity deals more independently, starting to balance volume with an eye toward improving quality.	Meeting Expectations -Key Competencies: Understands basic competencies, efficiently completes routine tasks, and demonstrates steady progress in learning more complex aspects. Independence: Executes low-complexity deals effectively, maintaining high deal volume, and regularly seeks assistance from leadership. Exceeding Expectations - Key Competencies: Proactively expands product knowledge, handles more complex queries independently, and suggests process improvements. Independence: Successfully manages moderately complex deals with minimal guidance, balancing high volume and improving deal quality.	Meeting Expectations -Key Competencies: Solid knowledge of advanced selling techniques, self-aligns team around commercial-level to mid-enterprise deals, and frequently seeks assistance from leadership. Independence: Manages medium-complexity deals effectively with frequent leadership support, maintaining high deal volume. Exceeding Expectations - Key Competencies: Competencies: Demonstrates advanced selling techniques with confidence, independently manages account strategies, and seeks to optimize team performance. Independence: Handles medium-complexity deals with minimal guidance, focusing on both volume and quality improvement.	Meeting Expectations - Key Competencies: Executes mid-enterprise ot enterprise deals with leadership assistance, demonstrates some advanced selling techniques, and maintains a blend of medium and high complexity in deals. Independence: Shows competence in managing account teams and driving deals, with increasing confidence in strategic decision-making. Exceeding Expectations - Key Competencies: Regularly uses advanced selling techniques, independently drives deal execution, and consistently handles higher complexity deals. Independence: Demonstrates leadership in account management, requiring less frequent guidance from leadership.	Meeting Expectations - Key Competencies: Manages enterprise deals with occasional leadership assistance, masters several advanced selling techniques, and prioritizes large account expansion. Independence: Shows strong capability in orchestrating multi-functional account teams and handling high-complexity deals. Exceeding Expectations - Key Competencies: Demonstrates expertise across most competencies, with minimal need for leadership guidance. Independence: Independently manages complex deals, consistently achieving high performance and driving significant business growth.	Meeting Expectations - Key Competencies: Manages highly strategic deals with minimal leadership assistance, masters advanced selling techniques, and prioritizes large account expansion. Independence: Demonstrates expertise across the majority of competencies, requiring minimal guidance. Exceeding Expectations - Key Competencies: Exhibits mastery across all competencies, consistently delivering outstanding performance. Independence: Independently drives highly complex and strategic deals, setting new standards for performance and innovation.
Team/Cross Functional Impact	Meeting Expectations - Establish relationships with more tenured teammates, learning and incorporating their best practices.- Begins to build rapport with sales and technical success counterparts, contributing to successful customer interactions.- Shares basic customer feedback with product and engineering teams. Exceeding Expectations - Proactively seeks mentorship opportunities to learn from more experienced colleagues and starts sharing learnings with peers.- Shows initiative in small cross-functional projects, demonstrating a collaborative spirit and contributing to team goals.	Meeting Expectations - Establishes mentee relationships with tenured teammates and incorporates their best practices.- Builds rapport with sales and technical success counterparts for successful customer interactions.- Shares customer feedback with product and engineering teams to improve offerings. Exceeding Expectations - Mentors SDRs/L1 transitioning into closing roles, providing guidance and sharing best practices.- Actively participates in cross-functional projects, enhancing collaboration and driving better customer outcomes.	Meeting Expectations - Actively seeks feedback from cross-functional teams/peers and shares learnings within the sales team. - Leverages relationships with Technical Success to iterate approaches and improve outcomes. Exceeding Expectations - Leads initiatives to improve sales processes and team collaboration.- Mentors L1-L2, supporting their development and integration into the team.- Collaborates with engineering and product teams, informing product decisions based on experience.	Meeting Expectations - Moves cross-functional teams/groups to consensus.- Troubleshoots issues independently, leveraging team skill sets effectively.- Actively collaborates with engineering and product teams, leading to positive customer outcomes. Exceeding Expectations - Takes on more significant roles within cross-functional teams, driving innovation and improving team effectiveness.- Mentors and trains junior teammates (L1-L3), aiding their development and sharing new ideas and approaches with the enterprise team.- Actively shares learnings within the sales team and with Technical Success counterparts; driving significant improvements in performance and outcomes	Meeting Expectations - Troubleshoot issues independently, leveraging team skill sets effectively.- Collaborates with engineering and product teams on customer needs, leading to positive outcomes. - Actively collaborates with Technical Success on process improvements and partnership development opportunities. Exceeding Expectations - Leads strategic projects with cross-functional teams, creating new processes and driving significant improvements.- Leads internal initiatives, anticipating needs and proposing solutions with positive outcomes.- Mentors AE3-4, sharing new ideas and approaches with the enterprise team.	Meeting Expectations - Acts as a role model for junior team members (L1-L5), setting a high standard in complex and high-stakes situations.- Influences process improvements and iterates on existing deliverables.- Actively contributes to product roadmap discussions and represents Sourcegraph as a subject matter expert. Exceeding Expectations - Drives future best practices for the team and company, creating new processes for large customer engagements.- Impacts beyond immediate peers, shaping the strategic direction and sales motion of the organization.- Champions change and leads team enablement, contributing to positive outcomes.- Mentors junior teammates (L1-L5) and/or cross-functional teammates in Technical Success/other teams; sharing new ideas and approaches with the enterprise team.

Examples of Team Cross/Functional Impact

You improved the product roadmap by providing strategic customer insights, leading to the development of features that met key market demands.
You regularly posted detailed analysis of successful deals on Slack and/or hosted live strategy sessions to discuss lessons learned and best practices with the team.
Your efforts directly contributed to shaping the future best practices of the team and company, driving significant improvements across the board.
You led an initiative to streamline cross-functional communication, identifying disconnects and implementing solutions that enhanced team efficiency and customer outcomes.
You led a cross-functional project with the technical success team, resulting in a new workflow that improved customer experiences.
You initiated a feedback session with the technical success team to discuss common customer pain points, leading to a new, streamlined process that improved customer satisfaction.
You actively mentored junior team members, providing structured and personalized feedback sessions to help them grow.
You created and shared a resource, sales materials, decks, and/or cheat sheets, ensuring that the team had easy access to the latest information and best practices.
You identified a bottleneck in our process and collaborated with the cross-functional team to develop a more efficient workflow; fixing or solving a gap/problem.

Promotion Eligibility Guidelines

To be eligible for promotion, AE must have achieved a combined two-year attainment above 100% or Full-year 120% in the most recent year and have an Impact Review score that indicates good standing (3+)
Mid-year Promotions: our company stance on this is outlined here: if there is a business reason to promote a teammate mid-year, the leadership team can put together a case as to why (Example: AE already hit X% over quota mid-year or we are opening a Team Lead role, etc)