SMB Senior Account Executive

GitHub, Inc. • San Francisco, CA

1d • Hybrid

About The Position

GitHub is the world’s leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

GitHub is growing its Sales team and we're seeking experienced professionals to elevate our sales efforts. As an SMB Account Executive, you will manage and execute sales plans for multiple accounts, ensuring alignment with GitHub's targets and customer business needs.
The ideal candidate will contribute to the execution of impactful sales strategies, learn from a diverse team of experts, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.

Requirements

• 4+ years experience in technology-related sales or a related field
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 2+ years experience in technology-related sales or a related field
• OR Master's Degree in Business Administration AND 1+ year(s) experience in technology-related sales or a related field
• OR equivalent experience.
• Ability to work onsite in our Bellevue, WA or San Francisco, CA office a minimum of two days per week.

Nice To Haves

• 6+ years' experience in technology-related sales or a related field
• Proficiency in advanced sales methodologies such as MEDDPICC, Challenger Sale, or Command of the Message, with a proven track record of successfully applying these strategies in a technology sales environment
• Understanding of the software development platform industry and the ability to leverage this knowledge to inform sales strategies and customer engagements
• Ability to create accurate sales forecasting and pipeline management, ensuring a clear view of future revenue and enabling proactive decision making

Responsibilities

• Manage and execute sales plans using established methodologies to meet GitHub's targets and customer needs, while prioritizing actions based on customer needs, sales importance, and growth opportunities.
• Build and maintain relationships with executives and decision-makers at high levels within customer organizations through consultative engagement, establishing trust and credibility.
• Orchestrate extended virtual teams and key stakeholders to engage decision-makers, leveraging best-in-class sales and communication strategies to meet customer needs and drive deal closure.
• Seek and analyze customer feedback to identify drivers of satisfaction or dissatisfaction and use insights to improve customer experience and drive business transformation.
• Build and maintain a network of internal and external partners to drive opportunities, influence impact, and develop shared business and technology transformation plans.
• Collaborate with team members to prospect, build, and maintain a sales pipeline, ensuring pipeline hygiene and moving opportunities through various stages to closure.
• Develop and present value-proposition presentations and business plans that align GitHub's offerings with customer business objectives, creating mutually beneficial solutions.
• Analyze the SMB market landscape to understand industry trends, competitive landscape, and emerging customer needs, using this information to inform sales strategies and identify new business opportunities.
• Design and implement scalable sales processes that can efficiently handle a high volume of accounts, ensuring consistent engagement and follow-up with Small/Medium Business clients to maximize revenue potential.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level