- Aligns customer's desired outcomes and after scenario with Sourcegraph's capabilities
Identifies and delivers customer anecdotes to demonstrate value based on the prospect's after scenario and required capabilities |
| | Domain Knowledge | - Deeply understands Sourcegraph's products, competitors, and target personas
Viewed as a trusted partner; earns trust from prospects and customers with domain knowledge; knows when and how to handoff conversations to other internal partners
Continually expanding knowledge of Sourcegraph's products and competitors; understands the core markets/verticals in which we operate
Ability to provide tailored advice and solutions to each prospect or customer; rapidly builds credibility with target personas - at all levels
Skillfully overcomes early hestations and objections
Carefully plans Cold Call structures in advance; takes either a permission or WYWYN- based introductory approach by default; actively listens to prospects and customers; can change tact, if need be
Edits Outreach Sequences independently and creatively (i.e. by tailoring to the individual, their seniority and degree of lead warmth) |
| | Preparation | - Maintains Salesforce and Outreach cleanliness in opportunity documentation; organizes all other key data points in a coherent, easily understandable manner
Tracks, assesses and updates pipeline generation progress
Meticulously prepares for hand off calls
Meticulously prepares for external and internal meetings; respectfully holds others accountable (e.g. AE/Internal Teammates) for their contributions, based on predefined outcomes
Uses available customer data to understand prospect/customer utilization, including Looker dashboards, survey data, and analytics |
| | Meeting Excellence | - 'Owns the room', particularly as it relates to introductory calls; is able to manage key stakeholders; understands when and how to involve them
Takes pride in their delivery of meetings; knows how to course-correct when necessary; preempts potential roadblocks; time management
Identifies the most pertinent data points from each meeting; understands how to achieve the maximum value from these; relentlessly probes to uncover anything missing
Defines key action points (i.e. meeting agendas); drives effective recaps and expectation setting with meeting participants; owns internal handoffs to AE(s)
Speaks with passion and conviction, instilling confidence and trust in others |
| Sales Process
(Core assessment criteria at key stages in the sales process) | Territory & Account Planning | - Builds their territory in partnership with assigned AE(s); celebrates successes, reflects on failures and proactively implements changes to prevent future occurrences
Meticulously analyzes assigned territory for opportunities; co-creates strategic plans through effective 2x2 meetings with assigned AE(s), which are then executed using available tools
Understands how, when and why to leverage internal partners; does so collaboratively, successfully navigating potential roadblocks and disagreements; secures the commitment of others
Undertakes in-depth research on accounts and associated verticals, using available external and internal Sales Tools (i.e. Outreach, LI Sales Navigator, ZoomInfo, SFDC, etc)
Independently create timeblocks in order to manage their activity (i.e. researching, prospecting, etc); does so in such a way that enables them to consistently meet (or exceed) set goals« |
| | Pipeline Generation | - Develops of a strong pipeline through active outreach and engagement, and effective planning with AEs
Knows when to double down on pipeline generation; does not deflect responsibility to others or require prompting
Tailors messaging to prospects and customers; leverages internal collateral to enhance their messaging; hypothesizes pain points succinctly; tries and tests different approaches; proactively shares any learnings with the wider Sales organization
Creates a vision for assigned territory and brings this to life for external and internal partners to generate new pipeline
Creates pipeline that has potential to fill SAO requirements: at least one application of a use case
Understands and consistently applies the AE/SDR Rules of Engagement |
| | Effective Qualification | - Successfully identifies potential Champions
Maintains Salesforce cleanliness in opportunity documentation; organizes all other key data points in a coherent, easily understandable manner
Helps qualify new opportunities by using the SAO requirements
Can pivot from one opportunity to another with ease; understands when to deprioritize opportunities; makes up for any shortfalls in PG
Knows how to identify genuine opportunities (vs. “tire kickers”)
Command of Message: Understands how to uncover the '3 Whys', current and future pains, negative consequences of inaction, required capabilities and the ideal Sourcegraph solution(s) to drive business outcomes; adapts questioning accordingly |
| Will - Values Alignment
(Critical traits for success) | Customer First | - Views account management as a customer-first exercise
Communicates in the 'voice of the customer'
Drives conversations that address customer needs and proposes solutions that demonstrate clear ROI
Builds trust externally and internally
Acts as a thought partner and leader to such groups
Is relentless in the pursuit of excellence |
| | Work as a Team | - Effectively manages interpersonal relationships and communication with cross-functional teammates
Removes roadblocks for others
Challenges with empathy and tact
Is seen as a critical, inspirational leader within account teams
Is grounded by humility
Influences, does not mandate
Takes pride in developing others
Operates both independently and with specialist teams to ensure such messaging is embedded in accounts; aligns on key messages with all relevant stakeholders in advance |
| | High Agency | - Understands that 'the buck stops' with them; adopts an entrepreneurial, innovative and collaborative approach to both land and expand opportunities
Rolls up their sleeves; can pivot from one area of focus to another with ease; no job is ever too small or beneath them
Self-starter; exhibits ownership, resilience, and enthusiasm
Is hungry for success, and propels self to meet ambitious targets
Adapts to changing circumstances; proposes alternatives to ensure pre-defined outcomes are met; instills a sense of urgency within account teams, when required
Leads with passion and conviction, striving to overturn even the fiercest of detractors |
| | High Quality through Iteration | – Is relentless in their pursuit of success - iteration is at the heart of their account plans
Quickly assimilates new information; is able to determine the best course of action when the unexpected comes up
Perseveres, in the face of adversity
Approaches problem solving with creativity
Proposes enhancements to existing processes; always looking to improve the collective success of the Sales organization |
| | Be Welcoming and Inclusive | - Listens to, reflects on and encourages diverse perspectives
Treats all stakeholders with respect; fosters a culture of openness, transparency and innovation
Adapts to their audience; continually challenges self to be a better partner to others
Calls out unacceptable behavior when they see it |
| | Open and Transparent | - Maintains transparent communication and provides continuous updates
Is unphased when they do not have all of the answers; recognizes that they are part of a wider ecosystem and can leverage support whenever required
Suggests improvements to improve internal ways of working; is clear, direct, and respectful whenever discussing such improvements with others
Shares, rather than protects, best practices with the team to help uplevel the organization |
| | Continuously Grow | - Acts on feedback; adopts new and established best practices in order to continuously improve
Embraces ambiguity as part of the every day
May act as a mentor, when requested
Accepts the mistakes that they make, learns from them and recognizes that success is a collective outcome, not an individual one
Is never 'above' any task or project
Reflects on losses and humbly accepts feedback from others; views obstacles as learning opportunities; embraces a continuous improvement mindset as standard |