index.md

Sales

The Sales team represents us and our values to customers, bringing back dollars and feedback to help us grow.

• Account Tiers
• Pricing
• Common questions from prospective customers
• Sales team onboarding
• SDR Team
• Sales strategy & ops team
• Sales interview process
• Recording lead and customer emails, calls, and notes
• Using Salesforce
• Sales Resources
• Engaging with Legal

Pipeline, data, and models

• Transactions
• FY21 plan
• Looker dashboard

Goals

Find the Sales (and the rest of the company's) FY22 OKRs here

Members

Not all team members are reflected here yet. If you see yourself missing, please add yourself!

• Gregg Stone (VP of Sales)
• Dudley Nostrand (Sr. Manager, Value Engineering)
• RVP of East (to be filled)
  • Kai Passo
  • Bill Kolman
  • Eli Rothschild
  • Scott Cambell
  • Hannah Freilich
• Greg Bastis (RVP of West)
  • Owen Brennan
  • Chris Surdi

Roles

See roles page.

How sales works with other Sourcegraph teams

Customer engineering (for customer support)

• How to request support (for customers)
• Creating and maintaining license keys for customers

Team members who want to join calls

Definitions

See finance definitions for definitions of financial terms such as ARR, IARR, bookings and more.

Customer

A customer is an organization with a Sourcegraph subscription contract that has not ended.

1. We can only publicly mention the names of customers who have explicitly agreed to be referenceable.
   • Customers mentioned on about.sourcegraph.com (by logo and/or case study) are referenceable.
   • If in doubt about whether another customer is referenceable by name, ask in #sales.
2. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.)

Sales Accepted Opportunity (SAO)

Sales Accepted Opportunities are where ALL of the following are true:

• We have completed an intro call/meeting with the company/contact
• Company/contact has expressed some form of interest/need in Sourcegraph
• Contact can be a potential champion or coach
• Company has >50 Developers
• We have next steps

Any Opportunity that is moved into the Qualification Stage or beyond is automatically tagged as Sales Accepted Opportunity in Salesforce

Target Opportunity Profile:

SDRs should focus on identifying and setting meetings for the AE team that meet the following criteria:

Relevant contact (potential champion or coach) that is aware of / understands code search in some capacity (has used Sourcegraph or another code search tool like OpenGrok, has worked for Google/Facebook and used their tool)

OR

Title/role includes developer productivity, developer experience, API services, distinguished eng, platform engineer, director+ eng

AND

Company has 50+ devs

Target Account

Target Accounts are prospective customer accounts that the AE/SDR has specifically identified as priority accounts for outbound prospecting efforts.

Target Accounts can be easily identified in Salesforce by the “Target Account” field designation. To make any updates to this field on a particular account, please contact your manager.

AE can trade a targeted account for an unassigned account with managers approval. Must be in writing and sent to the Manager. If the Manager accepts trade/Account will be transferred to AE. AE’s SDR will be assigned automatically to account and should be notified of the change in ownership.

Stages

See also the MQL (marketing-qualified lead) definition.

See Our Stages and the reasoning behind them.

Maintaining customer spreadsheets

Maintaining Server Installers to Company List and Server to Company List spreadsheets for every new company on a trial and new customers.

These are used as join tables in Looker, and are important to connect instance data to a specific customer.