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Mgr, SMB Sales, AMER ID-16234

Description

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

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Overview:

GitHub helps companies and organizations succeed by allowing them to build better software together. The revenue team is looking for a Senior Manager for our AMER SMB Account Executive team to develop, manage and grow relationships with GitHub’s new and existing customer base of businesses. The SMB AE plays a pivotal role in the acquisition of new customers as well as retention of existing customers including, overall satisfaction and trust of our customers, as well as expanding our product footprint with these customers. The ideal candidate will have sales and people management experience combined with a passion for learning about the GitHub platform and our competitive advantages and building strong connections with our customers. You'll be responsible for attracting top talent, fostering a dynamic team environment, and driving significant revenue growth.

Responsibilities:

People Management

  • Manage, mentor, and grow a team of account executives, fostering a culture of collaboration, high performance, and continuous learning.
  • Lead the team in executing sales strategies to drive revenue growth, aligning engagement plans with customer needs and business objectives.
  • Territory will include a revenue target for expansion with install base accounts as well as net-new customer acquisition.
  • Develop targeted, customer-first sales strategies that foster adoption and expansion.
  • Partner with key decision-makers to develop joint investment plans.
  • Build long-term customer loyalty and elevate GitHub's position as a key partner.
  • Understand customers' business needs and the competitive landscape to inform strategic decision-making.
  • Establish credibility with C-level business leaders.
  • Shape, iterate, and scale our sales strategy, taking initiative to improve the team’s practices, tools, and content.
  • Work collaboratively across sales, engineering, marketing, channel, product and customer success to drive results

 

Account Management

  • Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners (e.g., Microsoft teams) to drive opportunities and influence impact for multiple assigned accounts.
  • Supports team's collaboration with cross functional teams across GitHub to align on strategies.
  • Leverages relationship with partners to develop and share customer business and technology transformation plans that support mutual needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound.
  • Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.

Territory Planning

  • Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes.
  • With direction, structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals.
  • Ensures teams are documenting in the Account Plan. 

 

Customer Engagement

  • Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to GitHub executives.
  • Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.

 

Sales Excellence

  • Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.
  • Leverages internal resources to support customer needs.
  • Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience.
  • Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
  • Articulates GitHub's value proposition aligned to customer's business objectives.
  • Creates a mutually-beneficial industry business value proposition and executes relevant solutions.
  • Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).

 

Industry Knowledge

  • Builds and maintains knowledge of GitHub offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of GitHub's offerings in addressing the needs of the assigned accounts and evaluating their business.
  • Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning. 
Qualifications:

Required/Minimum Qualifications

  • 4+ 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 2+ years experience in technology-related sales, technical selling, or a related field
    • OR Master's Degree in Business Administration AND 1+ years experience in technology-related sales, technical selling, or a related field
    • OR equivalent experience.
  • Must be able to work in office Wednesdays & Thursdays either in San Francisco, CA or Bellevue, WA

Additional or Preferred 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 other relevant work experience
    • OR Master's Degree in Business Administration AND 2+ years experience in technology-related sales, technical selling, or a related field
    • OR equivalent experience.
  • Strong track record of driving revenue growth, leading high-performing sales teams, and executing go-to-market strategies.
  • 1+ year(s) experience managing people in deal-closing roles.
  • Proven experience in sales leadership, preferably within SaaS, DevOps, or software development industries. Experience selling into Engineering and IT stakeholders. 
Compensation Range:The base salary range for this job is USD $81,300.00 - USD $215,580.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 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 Leadership Principles:

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!
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2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

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