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Digital Sales Account Executive
role at
GitHub .
About GitHub 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.
Locations In this role you can work from San Francisco, California, United States or Bellevue, Washington, United States.
Overview GitHub is growing its Digital Sales team and we're seeking experienced professionals to elevate our digital sales efforts. As a Digital Sales Account Executive, you will support the execution of sales plans using established methodologies to meet GitHub's targets and customer needs and develop and nurture relationships with internal and external partners. The ideal candidate will have the opportunity to influence customer engagement strategies, learn from industry‑leading sales practices, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.
Responsibilities
Account Management
Manages and executes 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 to ensure GitHub targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs.
Outlines revenue targets to deliver on account plans, orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency.
Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
Manages multiple accounts and determines which accounts should take priority and when to act, while maintaining a high level of commitment and accountability. Coordinates with the account management team to problem solve and mitigate issues.
Learns to build a relationship with internal (e.g., Industry Solutions [IS]) and external partner network (e.g., Microsoft teams). Partners with senior team members to develop customer business and technology transformation plans that meet individual sales target and account needs.
Reviews/accepts opportunities shared inbound. Begins to work with partners’ sellers directly to drive non‑qualified opportunity momentum and deal closure inclusive of partners.
Learns about mapping prospects and buying processes. Helps new buyers navigate deals to close. Identifies deal stakeholders, mobilizers, and blockers to drive deal momentum to close and secure sign‑off on deals. Helps strategize for solving deal‑level challenges.
Territory Planning
Works with team members to engage internal and external stakeholders on account planning for assigned accounts and learns about setting strategic priorities and plans to achieve outcomes.
Assists with structuring account planning rhythm to set priorities, align Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan.
Ensures the extended virtual team and stakeholders are working toward common goals and documents in the Account Plan.
Customer Engagement
Builds connections with executives and decision makers to establish trust and credibility.
Focuses on consistently addressing their technical and business needs, explains technical concepts, and connects the customer to GitHub executives.
Leverages digital selling methods to network, create a pipeline, consume account‑based marketing outputs, and reflect the engagement strategy in our customer plan.
Develops understanding of the customer’s business and technology needs for top priorities for assigned accounts.
Sales Excellence
Seeks feedback from customers (both formal and informal) to identify drivers of satisfaction and establishes action plans to improve experience.
Gains understanding of GitHub’s strategic platform; shares knowledge of offerings to create a mutually‑beneficial business value proposition and recommend solutions.
Develops value‑proposition presentations based on the GitHub Platform Deck and specialized business plans that drive business outcomes to generate upsells.
Develops strategies to secure buy‑in and execution of plans and aims to identify new non‑qualified opportunities within assigned accounts.
Industry Knowledge
Learns about the business of assigned accounts and intricacies of their industry, GitHub's position, and direct competitors. Coordinates with internal experts to gather data and improve planning.
Execution of Pipeline
Assists with delivering expertise to account management teams to facilitate solution selling and define governance for lead pipelines.
Learns about emerging industry needs and how they can be fulfilled via co‑sell solutions.
Supports pipeline hygiene forecasting and follows instructions to move the pipeline along various stages.
Specialty Responsibilities
Learns to prospect, build, and maintain a sales pipeline for a large quantity of accounts in the Digital segment.
Qualifications Required/Minimum Qualifications
1+ year(s) sales experience OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field OR equivalent experience.
Ability to work onsite in San Francisco, CA or Bellevue, WA office a minimum of two days per week.
Preferred Qualifications
3+ years’ experience in technology‑related sales or a related field.
Familiarity with advanced sales methodologies such as MEDDPICC, Challenger Sale, or Command of the Message.
Knowledge of the software development industry, including trends, challenges, and competitive landscape.
Compensation Range The base salary range for this job is USD $23.01 - $32.70 /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.
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.
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. 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!
#J-18808-Ljbffr
Digital Sales Account Executive
role at
GitHub .
About GitHub 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.
Locations In this role you can work from San Francisco, California, United States or Bellevue, Washington, United States.
Overview GitHub is growing its Digital Sales team and we're seeking experienced professionals to elevate our digital sales efforts. As a Digital Sales Account Executive, you will support the execution of sales plans using established methodologies to meet GitHub's targets and customer needs and develop and nurture relationships with internal and external partners. The ideal candidate will have the opportunity to influence customer engagement strategies, learn from industry‑leading sales practices, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.
Responsibilities
Account Management
Manages and executes 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 to ensure GitHub targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs.
Outlines revenue targets to deliver on account plans, orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency.
Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
Manages multiple accounts and determines which accounts should take priority and when to act, while maintaining a high level of commitment and accountability. Coordinates with the account management team to problem solve and mitigate issues.
Learns to build a relationship with internal (e.g., Industry Solutions [IS]) and external partner network (e.g., Microsoft teams). Partners with senior team members to develop customer business and technology transformation plans that meet individual sales target and account needs.
Reviews/accepts opportunities shared inbound. Begins to work with partners’ sellers directly to drive non‑qualified opportunity momentum and deal closure inclusive of partners.
Learns about mapping prospects and buying processes. Helps new buyers navigate deals to close. Identifies deal stakeholders, mobilizers, and blockers to drive deal momentum to close and secure sign‑off on deals. Helps strategize for solving deal‑level challenges.
Territory Planning
Works with team members to engage internal and external stakeholders on account planning for assigned accounts and learns about setting strategic priorities and plans to achieve outcomes.
Assists with structuring account planning rhythm to set priorities, align Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan.
Ensures the extended virtual team and stakeholders are working toward common goals and documents in the Account Plan.
Customer Engagement
Builds connections with executives and decision makers to establish trust and credibility.
Focuses on consistently addressing their technical and business needs, explains technical concepts, and connects the customer to GitHub executives.
Leverages digital selling methods to network, create a pipeline, consume account‑based marketing outputs, and reflect the engagement strategy in our customer plan.
Develops understanding of the customer’s business and technology needs for top priorities for assigned accounts.
Sales Excellence
Seeks feedback from customers (both formal and informal) to identify drivers of satisfaction and establishes action plans to improve experience.
Gains understanding of GitHub’s strategic platform; shares knowledge of offerings to create a mutually‑beneficial business value proposition and recommend solutions.
Develops value‑proposition presentations based on the GitHub Platform Deck and specialized business plans that drive business outcomes to generate upsells.
Develops strategies to secure buy‑in and execution of plans and aims to identify new non‑qualified opportunities within assigned accounts.
Industry Knowledge
Learns about the business of assigned accounts and intricacies of their industry, GitHub's position, and direct competitors. Coordinates with internal experts to gather data and improve planning.
Execution of Pipeline
Assists with delivering expertise to account management teams to facilitate solution selling and define governance for lead pipelines.
Learns about emerging industry needs and how they can be fulfilled via co‑sell solutions.
Supports pipeline hygiene forecasting and follows instructions to move the pipeline along various stages.
Specialty Responsibilities
Learns to prospect, build, and maintain a sales pipeline for a large quantity of accounts in the Digital segment.
Qualifications Required/Minimum Qualifications
1+ year(s) sales experience OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field OR equivalent experience.
Ability to work onsite in San Francisco, CA or Bellevue, WA office a minimum of two days per week.
Preferred Qualifications
3+ years’ experience in technology‑related sales or a related field.
Familiarity with advanced sales methodologies such as MEDDPICC, Challenger Sale, or Command of the Message.
Knowledge of the software development industry, including trends, challenges, and competitive landscape.
Compensation Range The base salary range for this job is USD $23.01 - $32.70 /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.
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.
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. 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!
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