Sr. Director Digital Sales

About Git Hub

Git Hub 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 Git Hub to collaborate, and more than 77,000 organisations have adopted Git Hub Copilot.

In this role you can work from Bellevue, Washington United States | San Francisco, California United States | Remote, United States

The Senior Director of Digital Sales leads a high-velocity, high-scale business focused on customers with fewer than 100 developers. This leader builds a modern sales engine that blends people-led and product-led growth motions, enabling customers to discover value quickly and grow usage over time. They mentor and elevate early-in-career sellers and managers, leads the Git Hub for Startups, and work cross-functionally with marketing, product, engineering, and customer success to create scalable experiences that remove friction, increase adoption, and drive durable revenue growth.

This role requires a leader who understands how digital segments operate — where volume, automation, funnel optimization, and continuous experimentation augment traditional account management. They bring clarity, operational rigor, and a strong customer POV, guiding the team toward predictable execution, measurable impact, and world-class customer experience. They also own people leadership, performance management, and talent development for a fast-growing Digital Sales organization.

Account Management

• Leads a Digital Sales team responsible for managing a large portfolio of small and emerging accounts, ensuring consistent engagement, fast response cycles, and scalable motions that drive adoption and expansion.
• Provides clear strategic direction on how to prioritize accounts, uncover opportunities, and convert usage into committed value in a high-volume environment.
• Partners with marketing, product, engineering, and Git Hub for Startups to shape account plays, improve messaging, and align on programs that accelerate customer acquisition and usage.
• Guides sellers through modern buying processes — identifying mobilizers, blockers, and influencers — and equips the team with repeatable tools that move deals quickly from evaluation to close.
• Ensures Git Hub’s solutions and roadmap are consistently positioned in a way that aligns with customer needs, industry trends, and competitive dynamics.

Territory Planning

• Develops a multi-year Digital Sales strategy that combines PLG insights, funnel performance, and emerging technology trends to prioritize where and how the team engages.
• Uses data from product usage, inbound signals, and growth metrics to shape territory plans, segment accounts, and allocate resources efficiently.
• Coaches the team on building realistic, data-driven account plans that focus on customer activation, expansion paths, and long-term adoption rather than traditional relationship-heavy motions.
• Anticipates future customer needs and industry shifts, ensuring the strategy evolves continuously to meet demand in the digital ecosystem.

Customer Engagement

• Drives a modern engagement model based on speed, clarity, product insights, and measurable customer outcomes — not traditional high-touch enterprise cycles.
• Establishes scalable frameworks for onboarding, health monitoring, and periodic reviews that help customers quickly understand Git Hub’s value and chart clear growth paths.
• Ensures the team understands customer business drivers, competitive pressures, and technical maturity so interactions are always relevant and actionable.
• Helps shape digital-first customer experiences in partnership with product, marketing, and CS, focusing on friction removal, self-service excellence, and rapid time-to-value.

Sales Excellence

• Builds a culture of operational rigor, funnel discipline, and data-driven decision making across the Digital Sales team.
• Proactively identifies risks to customer satisfaction or adoption and drives programs that increase loyalty, reduce churn, and create long-term stickiness in the small-account segment.
• Equips sellers with…