Sales Development Representative, Team Lead

About the role

Our mission is to bring clarity and control to the world's most complex codebases. AI is accelerating code creation, but the infrastructure to understand, oversee, and evolve that code hasn't kept pace. Sourcegraph gives engineering organizations full visibility across their systems, precise context for their agents, and the ability to execute coordinated code changes at scale. As agentic development becomes the dominant engineering paradigm, we provide the context layer teams need to take control of their codebase. With Code Search, Deep Search, MCP, and Agentic Batch Changes, we deliver on that mission today - giving engineering teams and their AI tools the cross-repo context to navigate massive codebases with confidence, and the ability to make changes across hundreds of repositories at once. Companies like Stripe, Reddit, and Leidos rely on Sourcegraph to ship faster and with higher quality. We're backed by a16z, Sequoia, and Redpoint, and proud to operate as a globally distributed team that values high agency, direct communication, and customer love. If you want to build the infrastructure that lets every engineering team - and every agent they deploy - operate on their codebase with confidence, join us. Required working locations: Austin, TX; Chicago, IL; Denver, CO; Seattle, WA.

Responsibilities

• Within one month: complete onboarding, going deep into our ICP, product, customer wins and losses, and recent and current pipeline; learn our value framework and messaging house; take over day-to-day management of our outsourced third‑party SDR team; revamp our cold‑call and LinkedIn messaging scripts, and start personally testing new messaging in‑market.
• Within one quarter: run a consistent outbound motion yourself — cold calls + LinkedIn — generating qualified net‑new pipeline against a personal target; tighten the outsourced team: QA their messaging, coach, and hold them to activity and pipeline goals; turn what's working into a documented, repeatable outbound playbook — proven by your own results; establish and hit net‑new outbound pipeline goals across both your direct effort and the outsourced team.
• Beyond one quarter (if the above is working): hire and lead an in‑house SDR team, scaling the playbook you've validated; own onboarding, coaching cadence, and pipeline targets for that team.

Requirements

• 3+ years in outbound sales development / prospecting, with a track record of personally generating net‑new enterprise pipeline via cold calling, email, and social.
• Player‑coach mentality: you'll pick up the phone and prospect directly, not just manage.
• 0 → 1 builder: you've created scripts, cadences, and playbooks from scratch.
• Superb written and verbal communication; you can craft and A/B test messaging that converts skeptics.
• Able to sell into technical/engineering audiences and ramp on a technical product quickly.
• High agency, gritty, comfortable with ambiguity.
• Data‑driven: you measure and iterate on activity → meeting → pipeline conversion.

Skills

• Background in developer tools or an adjacent technical domain (nice to have).
• Experience managing or coaching reps, or an outsourced/agency SDR team (nice to have).

Benefits

Equity participation and generous perks & benefits.

Pay

$98,700 USD base salary + $42,300 USD variable (on‑target‑earnings $141,000 USD). Salary is determined by pay band for the M4 job level, based on location zone, targeting the high‑end of the range to ensure above‑market compensation.