SMB Senior Account Executive

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 Bellevue, Washington United States | San Francisco, California United States

Overview 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.

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.

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.
• Ability to work onsite in our Bellevue, WA or San Francisco, CA office a minimum of two days per week.

Additional Or Preferred Qualifications

• 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

Compensation Range The base salary range for this job is USD $28.56 - USD $40.94 /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!