SMB Senior Account Executive

• Australia
• Sales
• Experienced Professional
• Individual Contributor
• Yes
• 4487
• Full Time

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. 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 Remote, Australia

Overview

GitHub is growing its Account Management team and we're seeking experienced professionals to elevate our sales efforts. As an SMB Senior Account Executive, you will develop and execute account plans to meet revenue targets and customer needs and build key business relationships through consultative engagement. This role will focus on driving growth across the Greater China Region (GCR) and ASEAN markets. The ideal candidate will greatly contribute to the execution of impactful sales strategies, learn from industry-leading practices, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.

Responsibilities

• Develop and execute comprehensive account plans using methodologies like MEDDPICC to meet revenue targets and align with customer business needs, while anticipating potential challenges and mitigating risks.
• Establish and maintain strong relationships with executives and decision-makers at high levels within customer organizations through consultative engagement, fostering trust and collaboration.
• Lead and coordinate extended virtual teams and key stakeholders, leveraging industry expertise to expand relationships and drive sales acceleration through best-in-class communication techniques.
• Proactively understand and advocate for the customer's business and technology needs, identifying opportunities for optimization and new solutions that align with their strategic goals.
• Build and maintain a robust sales pipeline, ensuring pipeline hygiene and forecasting accuracy, while understanding timelines to advance opportunities through various stages.
• Educate decision-makers on GitHub's value proposition, aligning solutions with customer objectives and establishing a competitive advantage through tailored presentations and business plans.
• Maintain a strong understanding of GitHub's product landscape and industry trends, using this knowledge to inform strategic planning and customer engagement efforts.
• Develop a deep understanding of the unique challenges and opportunities within the Small/Medium Business market, tailoring sales strategies to effectively address the specific needs and constraints of smaller businesses.
• Design and implement scalable sales processes that can efficiently handle a high volume of accounts, ensuring consistent engagement and follow-up with Small/Medium Business clients to maximize revenue potential.

Qualifications

Required Qualifications:

• 4+ years' experience in technology-related sales or a related field,
• OR bachelor's degree in Business, Technology, Liberal Arts, or related field, AND 2+ years' experience in technology-related sales or a related field,
• OR master's degree in Business Administration AND 1+ year(s) experience in technology-related sales or a related field,
• OR equivalent experience.
• Proven sales experience within GCR and/or ASEAN markets

Preferred Qualifications:

• 6+ years' experience in technology-related sales or a related field
• Proficiency in Mandarin Chinese is highly desirable
• Strong understanding of software development processes and tools, with the ability to effectively communicate technical concepts to non-technical stakeholders
• Proficiency in advanced sales methodologies such as MEDDPICC, Challenger Sale, or Value Framework, with demonstrated success in applying these techniques to drive sales growth
• Ability to create accurate sales forecasting and pipeline management, ensuring a clear view of future revenue and enabling proactive decision making

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.

Equal Employment Opportunity

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