Job Information
GitHub SMB Senior Account Executive in Netherlands
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. 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, Netherlands
Overview
GitHub 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.
Responsibilities
Account Management
● Manages and executes plans utilizing common sales and delivery methodology (e.g., Value Framework, MEDDPICC, Challenger Sale, Command of the Message) for the GitHub sales organization for multiple accounts to ensure GitHub targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
● Plans ahead to determine order of priority for action on accounts based on customer needs, sales-generating importance, growth opportunity and assessment of risks. Holds self accountable and collaborates with the account management team to act on potential adjustments and maintain commitments.
● Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners (e.g., Microsoft teams) to drive opportunities and influence impact for multiple assigned accounts. Supports team's collaboration with cross functional teams across GitHub to align on strategies. Leverages relationship with partners to develop and share customer business and technology transformation plans that support mutual needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
● Learns about mapping prospects and buying processes. Helps new buyers navigate deals to close. With guidance, identifies deal stakeholders, mobilizers, and blockers in order to drive deal momentum to close and secure sign-off on deals. Helps strategize for solving deal-level challenges.
Territory Planning
● Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes. With direction, structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. Ensures teams are documenting in the Account Plan.
Customer Engagement
● Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to GitHub executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.
● Develops a strong understanding of the customer's business and technology needs and the needs of each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions/ideas based on their needs and strategies. Works on behalf of the customer. If industry aligned, also develops an understanding of the customer's industry.
● Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.
Sales Excellence
● Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
● Orchestrates extended virtual teams and key stakeholders (e.g., customers' sponsors) to engage decision makers of assigned accounts by leveraging best-inclass sales and communication strategies and tools to meet customer needs. Documents stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
● Articulates GitHub's value proposition aligned to customer's business objectives. Creates a mutually-beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).
● Develops value-proposition presentations based on the GitHub Platform Deck (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities. Assists with creating GitHub Sales proposals, leveraging what is learned from customer during valuebased selling process.
● Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of GitHub solutions while utilizing common sales and delivery methodology for the GitHub sales organization.
Industry Knowledge
● Builds and maintains knowledge of GitHub offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of GitHub's offerings in addressing the needs of the assigned accounts and evaluating their business. Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning.
Execution of Pipeline
● Delivers expertise to account management teams to facilitate solution selling, gain input and support from GitHub stakeholders, and define a governance structure to manage lead pipelines.
● Builds knowledge regarding emerging industry needs and how they can be fulfilled via co-sell solutions with new partners to influence customers to adopt GitHub technologies.
● Forecasts and maintains pipeline hygiene.
● Develops understanding timelines and how to move the pipeline along various stages.
Qualifications
Required Qualifications
- 4+ years experience in technology-related sales or a related field
o OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field
AND 2+ year(s) experience in technology-related sales or a related field
o OR Master's Degree in Business Administration AND 1+ year(s) experience in
technology-related sales or a related field
o OR equivalent experience.
- Must be willing to work in Amsterdam office 2 days a week (Wednesday / Thursday)
Preferred Qualifications
- 6+ years experience in technology-related sales or a related field
o OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field
AND 4+ years experience in technology-related sales or a related field
o OR Master's Degree in Business Administration AND 2+ year(s) experience in
technology-related sales or a related field
o OR equivalent experience.
Business level proficiency in Hebrew
Experience in deal-closing roles
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!