SMB Account Executive

SMB Account Executive

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. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

In this role, you can work from San Francisco, California United States or Bellevue, Washington United States.

GitHub is growing its Account Management 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 include managing and executing 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.

Required qualifications include 2+ years' experience in technology-related sales or a related field, OR bachelor's degree in Business, Technology, Liberal Arts, or related field, AND 1+ years 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. Ability to work onsite in our Bellevue, WA or San Francisco, CA office a minimum of two days per week.

Preferred qualifications include 5+ years' experience in technology-related sales or a related field. 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.

The base salary range for this job is USD $25.27 - USD $36.09/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 include customer-obsessed, ship to learn, growth mindset, own the outcome, better together, and diverse and inclusive. Manager fundamentals include model, coach, and care. Leadership principles include create clarity, generate energy, and deliver success.

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.

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!