Sr. Mgr, Mid-Market Sales

About GitHub: GitHub 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 GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.
Locations: In this role you can work from Remote, United States
Overview:

At GitHub, we empower companies and organizations to excel by fostering collaborative software development. We’re currently seeking a dynamic Senior Manager to lead our Mid-Market Sales team, driving growth and nurturing customer relationships. We prioritize the career development of our team members, the long-term success of our customers, and maintaining a high standard of excellence in everything we do.

The ideal candidate will possess a strong aptitude and passion for developing individual contributors, shaping deal strategy, and making a significant impact within our Revenue organization. If you’re inherently curious, thrive on uniting teams to achieve shared objectives, and thrive in a fast-paced environment, we invite you to join us on our journey.

In this role you’ll initiate collaborative opportunities with key partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, customizable joint investment plans to grow sales and partner impact, leveraging relationships, and industry expertise. You’ll provide guidance to a team of account managers and oversee the development of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities

Responsibilities:

Account Management

• Manages the execution of strategies for assigned accounts to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both GitHub and the partners, aligned to goals, budgets, and/or forecasts. Leads, challenges, and inspires team to focus on top priorities and challenges to drive business case. Leverages industry expertise to anticipate industry direction and ecosystem.

• Provides guidance to a team of account managers. Leverages expertise in mapping prospects and buying processes to advise and support the team in helping new buyers navigate deals to closure. Works with teams to identify deal stakeholders, mobilizers, and blockers, ensuring sign-off on deals. Leads team to achieve outcomes and drive overall account management.

Territory Planning

• Develop data-driven territory and team plans, identifying market opportunities and exceeding business objectives.

• Oversees the development of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities. Leads and coordinates a diverse team and key stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account.

Customer Engagement

• Proactively owns and elevates a transformative customer engagement strategy to foster customer trust and brand growth and loyalty. Sets team-wide tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Defines and executes governance model to ensure mapping across seniority levels.

Sales Excellence

• Work seamlessly across cross-functional teams (Overlay Sellers, Sales Development, Solution Engineering, Channel & Marketing, etc) to showcase the immense value proposition of GitHub.

• Drives execution of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and oversees recovery action plan to improve customer's overall experience. Implements customer-focused and mutual success criteria, such as executive steering committees, quarterly business reviews, and scorecards. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to leaders to help transform account space by establishing open communication channels for feedback, providing leader sponsorship, and providing direction to others to ensure customer feedback is addressed.

Industry Knowledge

• Create innovative programs and campaigns taking into account local market conditions for the region to drive opportunity

• Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of GitHub's offerings (e.g., product landscape, solutions, strategy to address customers' needs) to provide leadership, share knowledge internally, and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs. Explores and uncovers technologies and confirms customer interest, and has an understanding of where GitHub may not be able to compete.

Execution of Pipeline

• Drive revenue growth through the team by helping them build a strong pipeline, accurately forecast, and drive new and existing business opportunities.

• Oversees customer activities through the creation of cross-functional and partner connections.

• Guides account management teams to facilitate solution selling, build this expertise across the team, gain input and support from GitHub stakeholders, and define a governance structure to manage lead pipelines.

Specialty Responsibilities

• Lead sales process and organizational structure to ensure scalable, repeatable, profitable and responsiveness in customer interaction and sales process

• Hire, develop, and coach a diverse team of Account Executives, fostering a culture of high performance and exceeding customer expectations.

• Guides team on and supports the implementation of strategies to prospect, build, and maintain a sales pipeline for a medium quantity of accounts in the Mid-Market segment.

Qualifications:

Required Qualifications:

• 6+ years experience in technology-related sales, technical selling, or a related field

  • OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 4+ years experience in technology-related sales, technical selling, or a related field

  • OR Master's Degree in Business Administration AND 2+ years experience in technology-related sales, technical selling, or a related field

  • OR equivalent experience.

• 2+ years experience in selling software licenses and/or usage based products to large enterprise and/or multinational corporations.

• 1+ years experience managing people in deal-closing roles.

• Ability to travel up to 25% to serve business or client needs.

Preferred Qualifications:

• 2+ years experience managing people in deal-closing roles.

• Experience selling enterprise software products into enterprise customers within the healthcare vertical

• Experience selling enterprise DevOps, DevSecOps, and/or AI products or tools

• Ability to create accurate sales forecasting and pipeline management, ensuring a clear view of future revenue and enabling proactive decision making.

• Ability to assess customer needs and build valuable, trusted, relationships at all levels, while delivering a great customer experience

Compensation Range: The base salary range for this job is USD $108,120.00 - USD $286,800.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 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 Leadership Principles:

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.
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!