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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. 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 | Bellevue, Washington United States | San Francisco, California United States
Overview
Develop and execute account plans using GitHub’s sales methodology to meet revenue targets and customer needs. Anticipate account movements, risks, and mitigation strategies. Map prospects and buying processes, identifying key stakeholders and decision-makers. Develop strategic customer plans leveraging MEDDPICC and competitive insights. Build and maintain executive relationships, drive business transformation, and position GitHub’s value proposition effectively. Lead virtual teams and partners to scale business and close deals efficiently.
Responsibilities
Account Management
Develop and execute account plans using GitHub’s sales methodologies (MEDDPICC, Challenger Sale, Command of the Message).
Drive forecasting, accountability, and execution across virtual teams.
Identify key stakeholders, customer needs, and propose initial solutions.
Anticipate account risks and prioritize actions accordingly.
Collaborate with internal and Microsoft teams to expand account impact and close deals.
Navigate buyer processes and deal complexities to drive momentum.
Territory Planning
Identify MEDDPICC criteria and develop strategic account plans.
Assess total opportunity, competition, and customer needs.
Define success milestones, differentiators, and resource allocation.
Utilize data-driven insights for market analysis and customer planning.
Engage internal leadership and partners to execute scalable plans.
Customer Engagement
Build and maintain executive and technical relationships through consultative selling.
Establish Rhythm of Business (RoB) to reinforce GitHub’s value proposition.
Leverage marketing campaigns (e.g., hackathons) to build pipeline and deepen engagement.
Identify business and technology transformation opportunities within accounts.
Advocate for customer needs internally to drive adoption and success.
Sales Excellence
Gather and act on customer feedback to enhance satisfaction and remove blockers.
Lead virtual teams and industry experts to strengthen relationships and accelerate sales.
Educate decision-makers on GitHub’s value and competitive advantage.
Develop tailored value propositions and business cases to drive adoption and upsells.
Identify cross-sell/upsell opportunities and drive solution consumption.
Industry Knowledge
Maintain strong knowledge of GitHub’s product landscape and industry trends.
Engage with internal industry experts to refine sales strategies.
Understand customer business priorities and potential market threats.
Execution of Pipeline
Build and maintain a robust SMB sales pipeline.
Engage cross-functional teams and partners to drive solution selling.
Leverage GitHub stakeholders to accelerate deal progression.
Forecast accurately and maintain pipeline hygiene.
Influence customer adoption through co-sell motions with Microsoft and partners.
Specialty Responsibilities
Prospect, nurture, and manage a high-volume SMB sales pipeline.
Drive adoption of GitHub solutions to accelerate customer success.
Qualifications
Required/Minimum Qualifications
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
1+ years experience in using various prospecting techniques and tools to identify net-new opportunities.
1+ years experience selling into technical buyers such as engineering, product, information technology, security, or other technical organizations.
Preferred Qualifications
Ability to work onsite in our San Francisco, CA or Bellevue, WA office a minimum of two days per week
Knowledge of DevOps and/or DevSecOps with understanding of Application Security and CI/CD
Ability to collaborate effectively within a cross-functional sales team, leveraging collective expertise to develop tailored solutions, enhance client engagement, and close deals in a team-selling environment.
Strong technical aptitude and ability to become deeply fluent in GitHub’s technology and the industry
Excellent communication, presentation, and interpersonal skills
Strong track record of exceeding sales targets and driving revenue growth, ideally in the tech industry
Compensation Range
The base salary range for this job is USD $28.02 - USD $40.19 /Hr.
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!