Senior Enterprise 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 Remote, United States

Overview

GitHub is expanding its Enterprise Sales team, and we're seeking a strategic seller who thrives on developing new market segments and challenging the status quo, rather than driving upsell or cross-sell in established accounts.

As a Senior Enterprise Account Executive in this role, you will take ownership of a portfolio of high-upside enterprise accounts, and get to execute complex sales strategies by building trusted relationships with customer executives and aligning GitHub's solutions with long-term customer business objectives.

The ideal candidate will be a proactive and resourceful enterprise sales professional, adept at identifying and securing new business opportunities with a proven track record of selling visionary, transformational products or platforms, demonstrating the ability to cast executive vision and drive technical wins. They must exhibit a command of business value and outcomes, excelling in progressing complex deals by leveraging available resources with a scrappy and adaptable approach.

Responsibilities

• Develop and execute account plans for a portfolio of large enterprise accounts using sales methodologies like MEDDPICC to drive high volume sales and alignment with customer objectives.

• Leverage business development resources and techniques to identify new business opportunities with large enterprise accounts, and drive new business revenue for GitHub

• Build and maintain strong relationships with executive-level decision-makers within a focused set of accounts, acting as a trusted advisor to facilitate business transformation.

• Expand your network of key partners and decision-makers across an array of customer accounts to enhance sales and partner impact.

• Manage the sales pipeline and forecasting process for a portfolio of large complex accounts, ensuring alignment with sales goals and risk mitigation.

• Proactively engage with a large number of customers to understand their business needs and advocate internally to prioritize their requests.

• Utilize advanced market analysis techniques to develop strategic account plans that capitalize on emerging trends and competitive dynamics.

• Drive complex solution selling efforts, customizing GitHub's offerings to address intricate business challenges and deliver measurable outcomes for a larger set of accounts.

Qualifications

Required Qualifications:

• 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.

• Ability to travel up to 25% to serve business or client needs

Preferred Qualifications:

• 2+ years experience navigating complex sales cycles within enterprise accounts, demonstrating an ability to Identify and secure new business successfully

• 2+ years experience in selling software licenses and/or usage based products to large enterprise and/or multinational corporations

• Ability to demonstrate a proven track record of consistently exceeding quotas in excess of $1M

• Curiosity and willingness to continuously learn all aspects of the software development lifecycle, GitHub products and tools, and the greater DevOps and DevSecOps industry

• Ability to assess customer needs and build valuable, trusted, relationships at all levels, while delivering a great customer experience

Compensation Range

The base salary range for this job is USD $132,000.00 - USD $176,800.00 /Yr.

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.

This position will be open for a minimum of 3 days, with applications accepted on an ongoing basis until the position is filled.

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!