Senior Mid Market Account Executive I

GitHub, Inc.

8h•Remote

About The Position

GitHub helps companies and organizations succeed by allowing them to build better software together. The revenue team is looking for a Senior Mid Market Account Executive to develop, win and grow business in a high growth market segment. The Mid-Market Sales Team plays a pivotal role in driving customer acquisition and expansion to achieve our revenue goals. The ideal candidate will have sales and relationship management experience combined with a passion for learning about the GitHub platform and our competitive advantages and building strong connections with our prospects and customers. This role develops and oversees the execution of account plans utilizing common sales and delivery methodology for the GitHub sales organization and works to ensure engagements yield high volume sales. Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.

Requirements

6+ 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 4+ years experience in technology-related sales, technical selling, or a related field
OR Master's Degree in Business Administration AND 2+ years experience in technology-related sales, technical selling, or a related field
OR equivalent experience.
2+ years experience in selling software licenses and/or usage based products to large enterprise and/or multinational corporations
Ability to travel up to 25% to serve business or client needs

Nice To Haves

Experience selling enterprise DevOps, DevSecOps, and/or AI products or tools
Ability to create accurate sales forecasting and pipeline management, ensuring a clear view of future revenue and enabling proactive decision making.
Ability to assess customer needs and build valuable, trusted, relationships at all levels, while delivering a great customer experience

Responsibilities

Account Management
Own a named account list and develop a territory plan for winning and expanding business across the Mid-Market segment .
Develops and oversees the execution of account plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC, Challenger Sale, Command of the Message) for the GitHub sales organization for multiple accounts and works to ensure engagements yield high volume sales for both GitHub and the customer that are on track with goals, outcomes, and forecasts.
Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts,
Territory Planning
Thinks strategically about customer planning for assigned accounts, including: identifying MEDDPICC and developing strategies to do so; understanding the needs of the customer and Business Unit, the competition, total opportunity within the account, and stakeholder organizational charts
Research and understand your customers and prospects to gain insight into their business challenges and GitHub value proposition
Customer Engagement
Proactively cultivates and maintains strong relationships with customers and uses GitHub sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution.
Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction.
Sales Excellence
Work seamlessly across cross-functional teams (Overlay Sellers, Sales Development, Solution Engineering, Channel & Marketing, etc) to showcase the immense value proposition of GitHub.
Drives execution of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and oversees recovery action plan to improve customer's overall experience. Implements customer-focused and mutual success criteria, such as executive steering committees, quarterly business reviews, and scorecards. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to leaders to help transform account space by establishing open communication channels for feedback, providing leader sponsorship, and providing direction to others to ensure customer feedback is addressed.
Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Documents and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
Industry Knowledge
Create innovative programs and campaigns taking into account local market conditions for the region to drive opportunity
Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of GitHub's offerings (e.g., product landscape, solutions, strategy to address customers' needs) to provide leadership, share knowledge internally, and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs. Explores and uncovers technologies and confirms customer interest, and has an understanding of where GitHub may not be able to compete.
Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrates ability to position how GitHub products and solutions will help customers realize innovation through business transformation.
Execution of Pipeline
Drive revenue growth through the team by helping them build a strong pipeline, accurately forecast, and drive new and existing business opportunities.
Leads customer activities through the creation of cross-functional and partner connections.
Guides account management teams to facilitate solution selling, build this expertise across the team, gain input and support from GitHub stakeholders, and define a governance structure to manage lead pipelines.
Understands timelines and how to move the pipeline along various stages.
Specialty Responsibilities
Lead sales process and organizational structure to ensure scalable, repeatable, profitable and responsiveness in customer interaction and sales process
Hire, develop, and coach a diverse team of Account Executives, fostering a culture of high performance and exceeding customer expectations.
Guides team on and supports the implementation of strategies to prospect, build, and maintain a sales pipeline for a medium quantity of accounts in the Mid-Market segment.