Strategic Account Manager

About GitHub

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 150+ million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

Locations

In this role you can work from Remote, United States

Overview

GitHub is expanding its Enterprise Sales team, and we're seeking a strategic seller who thrives on developing new market segments and challenging the status quo, rather than driving upsell or cross-sell in established accounts.

As a Strategic Account Executive in this role, you will take ownership of a portfolio of high-upside enterprise accounts, and get to execute complex sales strategies by building trusted relationships with customer executives and aligning GitHub's solutions with long-term customer business objectives.

The ideal candidate has high executive function and will be a proactive and resourceful enterprise sales professional, adept at identifying and securing new business opportunities with a proven track record of selling visionary, transformational products or platforms, demonstrating the ability to cast executive vision and drive technical wins. They must exhibit executive presence with a command of business value and outcomes, excelling in progressing complex deals by leveraging available resources with a scrappy and adaptable approach.

Responsibilities

Develop and execute complex account plans for an extensive portfolio of large and / or complex enterprise accounts using sales methodologies like MEDDPICC to drive high volume sales and alignment with customer objectives.

Leverage business development resources and techniques to identify new business opportunities with large enterprise accounts, and drive new business revenue for GitHub

Build and maintain strong relationships with executive-level decision-makers within a focused set of accounts, acting as a trusted advisor to facilitate business transformation.

Expand your network of key partners and decision-makers across an array of customer accounts to maximize sales and partner impact.

Manage the sales pipeline and forecasting process for a portfolio of global large and / or high complexity accounts, ensuring alignment with sales goals and risk mitigation.

Engage with a broad array of customers within the clients to understand their business and technology needs, advocating internally to prioritize their requests and enhance satisfaction.

Provide strategic market leadership by identifying and capitalizing on macro trends and competitive shifts, positioning GitHub as a leader in the industry.

Drive enterprise-wide solution selling initiatives, crafting comprehensive proposals that address the multifaceted needs of a complex portfolio of accounts.

Qualifications

Required Qualifications :

9+ years experience in technology-related sales or a related field

OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 7+ years experience in technology-related sales, technical selling, or a related field

OR Master's Degree in Business Administration AND 5+ years experience in technology-related sales, technical selling, or a related field

OR equivalent experience.

Ability to travel up to 25% to serve business or client needs. New York City every quarter is expected.

Preferred Qualifications :

4+ years experience selling into a small subset (10 or less) of strategic, Fortune 500 accounts within the Financial Services or FinTech industries

4+ years experience navigating complex sales cycles within enterprise accounts, demonstrating an ability to manage multiple stakeholders successfully

2+ years experience in selling software licenses and / or usage based products to large enterprise and / or multinational corporations

Ability to demonstrate a proven track record of consistently exceeding quotas in excess of $1M

13+ years experience in technology-related sales, technical selling, or a related field.

OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 11+ years experience in technology-related sales, technical selling, or other relevant work experience

OR Master's Degree in Business Administration AND 9+ years experience in technology-related sales, technical selling, or a related field

OR equivalent experience.

5+ years enterprise-level strategic sales or equivalent experience

Compensation Range

The base salary range for this job is USD $184,750.00 - USD $184,750.00 / Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 50 / 50 base salary / sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

GitHub values

Customer-obsessed

Ship to learn

Growth mindset

Own the outcome

Better together

Diverse and inclusive

Manager fundamentals

Model

Coach

Care

Leadership principles

Create clarity

Generate energy

Deliver success

Who We Are

GitHub is the world's leading AI-powered developer platform with 150 million developers and counting. We're also home to the biggest open-source community on earth (and 99% of the world's software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.

Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We're remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are-because we know that people flourish when they can work on their own terms.

Join us, and let's change the world, together.

EEO Statement

GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!