Digital Sales Account Executive

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

Git Hub is growing its Digital Sales team and we're seeking experienced professionals to elevate our digital sales efforts. As a Digital Sales Account Executive, you will support the execution of sales plans using established methodologies to meet Git Hub's targets and customer needs and develop and nurture relationships with internal and external partners. The ideal candidate will have the opportunity to influence customer engagement strategies, learn from industry-leading sales practices, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.

• Manages and executes plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC, Challenger Sale, Command of the Message) for the Git Hub sales organization for multiple accounts to ensure Git Hub 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.
• Customer Engagement

• 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 Git Hub 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…