Why this job is exciting
The Revenue Strategy and Operations Manager role at Sourcegraph is a rare opportunity to build, not maintain.
Sourcegraph's business is in the middle of a deliberate GTM transformation — fully refocusing back to enterprise sales, having recently replaced a traditional SDR function with a data-driven Sales Strategist motion, and rebuilding marketing from the ground up for an enterprise buyer. The infrastructure, automation, and data workflows that will power this new motion need to be designed and built by someone who knows what good looks like. That person is you.
The scope is unusually broad for an M3. You'll own the full RevOps surface — annual planning, headcount modeling, comp design, territory design, and weekly forecast — giving you a direct line of sight into every major GTM decision the business makes. You'll facilitate QBRs, own board and exec reporting, and be the person in the room who knows whether the plan is realistic. That kind of influence at this level is rare.
The technical problems are genuinely interesting. You'll be building GTM automation across the full customer lifecycle — account prioritization, top-of-funnel execution, customer health scoring, and expansion signals — at a company that builds tools for the world's most sophisticated engineering organizations and expects the same rigor internally. AI is not an afterthought here; it's an active part of how we expect this function to operate. Your contributions are visible in both the numbers and the heartbeat of the GTM organization. You'll bring a clear point of view and teams will actually use what you build. If you've been in a role where your best work got ignored or endlessly revised, this is the antidote.
If you're ready to stop inheriting someone else's work and start building something that matters, this is the role for you.
About you
You're a strategic operator and systems thinker who takes ownership before anyone asks. You thrive in environments where the GTM motion is actively being rebuilt — where there's real work to do, not just processes to maintain. At Sourcegraph, you'll be stepping into a Search business unit transitioning from PLG to enterprise sales, with pipeline infrastructure, tooling, and data workflows that need to be purpose-built for the motion ahead. That's exactly the kind of challenge you seek out. You know how to lead. You set a clear direction for your direct reports, hold them accountable with specificity, and develop their craft — not by doing the work for them, but by raising the bar and staying close enough to know when something's off.
Where you truly shine is in GTM automation and systems design. You've built or significantly shaped workflows that drive top-of-funnel execution — from intent signals and account prioritization to outreach sequencing and rep routing. You think in triggers: what data point should fire what action, for which rep, at what moment to increase win rates. You apply the same logic downstream — building automated health scoring, expansion signals, and churn risk flags that give CSMs a reason to act before a renewal is at risk. You're fluent with AI tools and actively look for places to apply them to reduce manual work and improve signal quality across the GTM stack.
Your output is consistently executive-ready. You don't need editing, follow-up, or deadline reminders. You show up with a point of view, you deliver what you commit to, and you flag problems early with a proposed solution already in hand.
Your skill-set:
- 7+ years of professional experience with a core focus in sales and post-sales strategy and planning, including people management
- GTM automation: Have designed and built automated workflows across top-of-funnel, sales execution, and post-sale — connecting signals to actions without manual intervention
- Customer health and expansion triggers: Experienced building data-driven scoring models that surface churn risk, expansion readiness, and engagement patterns for CSMs and AMs
- Data-driven decision making: Translates messy CRM and product data into clean, opinionated analysis that drives GTM decisions at the exec level
- Pipeline and forecasting infrastructure: Has owned or built forecasting cadences, pipeline health reporting, and sales performance dashboards
- Cross-functional execution: Operates independently across Sales, Marketing, Finance, and Customer Success — earns trust through output, not tenure
- MEDDPICC or structured sales methodology: Understands how qualification frameworks translate into CRM design, reporting, and deal inspection
- Proactive ownership: Identifies gaps, proposes solutions, and delivers without being managed — reactive is not in your vocabulary