What are the responsibilities and job description for the SMB Account Executive - AMER position at GitHub?
About GitHubAs 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.LocationsIn this role you can work from Remote, United States | San Francisco, California United States | Bellevue, Washington United StatesOverviewGitHub helps companies and organizations succeed by allowing them to build better software together. The revenue team is looking for an Account Executive for our small business segment to develop, manage and grow relationships with GitHub’s new and existing customer base of businesses. The SMB AE plays a pivotal role in the acquisition of new customers as well as retention of existing customers including, overall satisfaction and trust of our customers, as well as expanding our product footprint with these customers. The ideal candidate will have sales and relationship management experience combined with a passion for learning about the GitHub platform and our competitive advantages and building strong connections with our customers.ResponsibilitiesProspect, build and maintain a strong sales pipeline in our Small Customer segment (100 - 500 Developers)Primary interface to prospects and customers; drive buying process including answering questions and providing informationWorking with customers to communicate how GitHub Enterprise and GitHub Advanced Security can fit with their business needsPartner with the Solutions Engineering team to ensure technical accuracy and delivery to customersAssist with demos and trialsProviding quotes and negotiating closeWork with GitHub tools and technology to keep accurate prospect and customer information and forecast informationEffectively manage territory to identify new & upsell opportunities across GitHub platform including consumptive products to meet or exceed quotaActively work to maintain strong relationships with GitHub’s existing customer base while identifying opportunity for growing adoptionWork cross-functionally and collaboratively with internal teams (sales, customer success, renewals, deal-desk, ops) to ensure timely deal closureUnderstand how customers are using GitHub and collaborate with them to ensure they get the most out of the GitHub platformLearn about customer’s successes and challenges, share customer feedback with GitHub, and advocate for customer interestsQualificationsRequired Qualifications : 1 years experience in sales, business development, account management, or other sales roles1 years experience selling into technical buyers such as engineering, product, information technology, security, or other technical organizations1 year experience in using various prospecting techniques and tools to identify net-new opportunitiesPreferred Qualifications : Ability to work onsite in our San Francisco, CA or Bellevue, WA office a minimum of two days per weekKnowledge of DevOps and / or DevSecOps with understanding of Application Security and CI / CDAbility to collaborate effectively within a cross-functional sales team, leveraging collective expertise to develop tailored solutions, enhance client engagement, and close deals in a team-selling environment.Strong technical aptitude and ability to become deeply fluent in GitHub’s technology and the industryGitHub valuesCustomer-obsessedShip to learnGrowth mindsetOwn the outcomeBetter togetherDiverse and inclusiveManager fundamentalsModelCoachCareLeadership principlesCreate clarityGenerate energyDeliver successWho We AreGitHub 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.Equal Employment OpportunityGitHub 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!
