Digital Sales Account Executive

GitHub

Dec 13

Job
Full-time
Junior & Mid Level
Sales & Business Development
San Francisco

AI generated summary

You need 1+ years in sales or a relevant degree, 3+ years in tech sales, knowledge of sales methodologies, and understanding of the software development industry. Must work onsite in SF or Bellevue.
You will manage account plans, drive revenue growth, build relationships, strategize solutions, and collaborate with internal teams to meet customer needs and achieve sales targets.

Requirements

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 our San Francisco, CA or Bellevue, WA office a minimum of two days per week
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, which can enhance strategic sales execution
Knowledge of the software development industry, including trends, challenges, and competitive landscape, to better understand customer needs and position GitHub's offerings effectively

Responsibilities

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 the internal (e.g., Industry Solutions [IS]) and external partner network (e.g., Microsoft teams) specific to a particular account. Partners with senior team members with developing customer business and technology transformation plans that meet individual sales target and account needs. Where applicable, 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. With guidance, identifies deal stakeholders, mobilizers, and blockers in order to drive deal momentum to close and secure sign-off on deals. Helps strategize for solving deal-level challenges.
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. With direction, assists with structuring account planning rhythm to set priorities, align 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. Follows instructions and protocols to ensure teams are documenting in the Account Plan.
Builds connections with executives and business and technical decision makers through consultative engagement in the assigned accounts to establish trust and credibility in future interactions. Liaises with customers during interactions, focuses on consistently addressing their technical and business needs, explains technical concepts relevant to the customer, and connects the customer to GitHub executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.
Develops an understanding of the customer's business and technology needs for top priorities for assigned accounts. If industry aligned, also learns about the customer's industry.
Seeks feedback from customers (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and establishes action plans to improve their overall experience. Leverages internal resources to support customer needs.
Gains an understanding of GitHub's strategic platform. Shares knowledge of GitHub's offerings with customers to create a mutually-beneficial industry business value proposition and recommend relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).
Develops value-proposition presentations based on the GitHub Platform Deck (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities. Assists with creating GitHub Sales proposals, leveraging what is learned from customer during value based selling process.
Develops strategies to secure buy in and execution of plans and aims to identify new non-qualified opportunities within assigned accounts while utilizing common sales and delivery methodology for the GitHub sales organization.
Learns about the business of assigned accounts and intricacies of their industry, of GitHub's position in the industry, and of direct competitors. Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning.
Assists with delivering expertise to account management teams to facilitate solution selling, gain input and support from GitHub stakeholders, and define a governance structure to manage lead pipelines.
Learns about emerging industry needs and how they can be fulfilled via co-sell solutions with new partners to influence customers to adopt GitHub technologies.
Supports efforts to forecast pipeline hygiene.
Follows detailed instructions to develop understanding of timelines and how to move the pipeline along various stages.
Learns to prospect, build, and maintain a sales pipeline for a large quantity of accounts in the Digital segment.

FAQs

Do we support remote work?

Yes, we operate in a remote-first model and allow employees to work from home, though the role requires onsite presence in our San Francisco, CA or Bellevue, WA office a minimum of two days per week.

What locations are available for this job?

The Digital Sales Account Executive role can be performed from San Francisco, California or Bellevue, Washington.

What is the minimum experience required for this position?

The minimum qualification is 1+ year(s) of sales experience or a Bachelor's Degree in Business, Technology, Liberal Arts, or a related field.

What qualifications are preferred for this role?

Preferred qualifications include 3+ years of experience in technology-related sales, familiarity with advanced sales methodologies like MEDDPICC, Challenger Sale, or Command of the Message, and knowledge of the software development industry.

What is the compensation range for this position?

The base salary range for this job is USD $23.01 - USD $32.70 per hour, with additional opportunities to earn sales incentives.

What kind of sales methodologies are mentioned in the job description?

The job description mentions methodologies such as Value Framework, MEDDPICC, Challenger Sale, and Command of the Message.

What are the company's values?

GitHub's values include being customer-obsessed, shipping to learn, fostering a growth mindset, owning outcomes, working better together, and promoting diversity and inclusion.

Is there a focus on customer engagement in this role?

Yes, the role requires building connections with executives, decision-makers, and understanding customer needs to establish trust and credibility.

Are there opportunities for professional development in this position?

Yes, GitHub offers generous learning and growth opportunities to support employees’ professional development.

How does GitHub view diversity and inclusion in the workplace?

GitHub embraces diversity and invites applications from people of all backgrounds. They do not discriminate based on gender identity, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or other differences.

GitHub

The AI-powered developer platform to build, scale, and deliver secure software.

Technology

Industry

5001-10,000

Employees

Mission & Purpose

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.