GitHub · 1 day ago
Sr. Mgr, Mid-Market Sales
United States
Full-time
Hybrid
Mid, Senior Level
$108K/yr - $287K/yr
4+ years expGitHub is the world’s leading platform for agentic software development, and they are seeking a dynamic Senior Manager to lead their Mid-Market Sales team. This role involves driving growth, nurturing customer relationships, and overseeing the development of strategies that align with customer priorities.
Artificial Intelligence (AI)Cloud ComputingDeveloper ToolsInternetProject ManagementSaaSSoftware
Responsibilities
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
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
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
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
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
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
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
Qualification
Required
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
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
Benefits
Annual bonus
Stock
Company
GitHub
GitHub is a software company that offers code hosting services that allow developers to build software for open-source and private projects. It is a sub-organization of Microsoft.
501-1000 employees
H1B Sponsorship
GitHub has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (26)
2024 (17)
2023 (14)
2022 (20)
2021 (20)
2020 (10)
Funding
Current Stage
Late StageTotal Funding
$350MKey Investors
Sequoia CapitalAndreessen Horowitz
2018-06-03Acquired
2015-07-29Series B· $250M
2015-06-19Secondary Market
Leadership Team
PJ Hyett
Co-Founder
Kyle Daigle
Chief Operating Officer
Recent News
Company data provided by crunchbase