Enterprise Account Executive, State and Local Government (US SLG)

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 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.

Locations

In this role you can work from Remote, United States | Remote, Texas United States| Bellevue, Washington United States | Remote, Florida United States

Overview

GitHub helps companies and organizations succeed by allowing them to build better software, together. We're looking for a Public Sector Enterprise Account Executive to work with our largest State and Local government prospects and customers to build great relationships, help them to learn about GitHub and our products and facilitate the buying process. We care about customer success and customer service, and we're extremely passionate about the quality of our work. The ideal candidate will have the aptitude and passion to become a master of GitHub’s product capabilities, underlying technology, and competitive advantages. The role will report to the Director of US State and Local Sales.

Responsibilities

• New business, strategic selling and account management. Develop plans and resource requirements to close new business within GitHub’s State and Local market segment and then grow those accounts by providing new account services for customer and company success. Provide accurate forecasting for deals and quarterly revenue. Be the primary interface for prospects and customers.
• Risk Management. Identify risk and be decisive to ensure any risk is mitigated.
• Network building. Build a solid network at GitHub and within customer accounts to ensure successful deal conversion. Work cross-functionally with technical product management, engineering, support, technical sales and professional services to demonstrate the value of GitHub and, in turn, help close business and ensure new customer success.
• Manage by influence. Be a consensus builder inside GitHub and within customer accounts to ensure mutually beneficial outcomes.
• Understand GitHub products and solutions. Understand how we enable customers to be successful with our products and services to help them be innovation leaders. Teach customers about their industries and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Sell value and provide real ROI analysis with our products and services for prospects and new customers. Be able to work programmatically with prospects and new customers on a set of metrics to show them how to improve their business by properly using GitHub products and services.
• Effective communicator and presenter. Be able to present strategic ideas to small and large groups of customers, work off script and be able to answer questions and challenges in live settings with key prospects, new customers and partners.
• Deal process, objection handling and driving momentum. Understand how to map prospect and buying processes, help new buyers navigate deals to close, identify deal stakeholders, mobilizers and blockers in order to drive deal momentum to close. Independently and collaboratively strategize for solving deal-level challenges.
  
  

Qualifications

• 3+ years of quota attaining enterprise software sales experience
• 1+ years of managing a complex purchase processes through SLG Channel
  
  

Preferred Qualifications:

• Experience in the US Public Sector with a focus on State and Local government
• Strong relationships across State and Local ecosystem
• Experience using salesforce.com CRM
• Experience leveraging MEDDPICC / Force Management framework
  
  

Compensation Range

The base salary range for this job is USD $67,600.00 - USD $179,000.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 50/50 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 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 100 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!