- This role requires a leader who understands how digital segments operate — where volume, automation, funnel optimization, and continuous experimentation augment traditional account management
- They bring clarity, operational rigor, and a strong customer POV, guiding the team toward predictable execution, measurable impact, and world-class customer experience
- They also own people leadership, performance management, and talent development for a fast-growing Digital Sales organization
- Responsibilities Account Management Leads a Digital Sales team responsible for managing a large portfolio of small and emerging accounts, ensuring consistent engagement, fast response cycles, and scalable motions that drive adoption and expansion
- Provides clear strategic direction on how to prioritize accounts, uncover opportunities, and convert usage into committed value in a high-volume environment
- Partners with marketing, product, engineering, and GitHub for Startups to shape account plays, improve messaging, and align on programs that accelerate customer acquisition and usage
- Guides sellers through modern buying processes — identifying mobilizers, blockers, and influencers — and equips the team with repeatable tools that move deals quickly from evaluation to close
- Ensures GitHub’s solutions and roadmap are consistently positioned in a way that aligns with customer needs, industry trends, and competitive dynamics
- Territory Planning Develops a multi-year Digital Sales strategy that combines PLG insights, funnel performance, and emerging technology trends to prioritize where and how the team engages
- Uses data from product usage, inbound signals, and growth metrics to shape territory plans, segment accounts, and allocate resources efficiently
- Coaches the team on building realistic, data-driven account plans that focus on customer activation, expansion paths, and long-term adoption rather than traditional relationship-heavy motions
- Anticipates future customer needs and industry shifts, ensuring the strategy evolves continuously to meet demand in the digital ecosystem
- Customer Engagement Drives a modern engagement model based on speed, clarity, product insights, and measurable customer outcomes — not traditional high-touch enterprise cycles
- Establishes scalable frameworks for onboarding, health monitoring, and periodic reviews that help customers quickly understand GitHub’s value and chart clear growth paths
- Ensures the team understands customer business drivers, competitive pressures, and technical maturity so interactions are always relevant and actionable
- Helps shape digital-first customer experiences in partnership with product, marketing, and CS, focusing on friction removal, self-service excellence, and rapid time-to-value
- Sales Excellence Builds a culture of operational rigor, funnel discipline, and data-driven decision making across the Digital Sales team
- Proactively identifies risks to customer satisfaction or adoption and drives programs that increase loyalty, reduce churn, and create long-term stickiness in the small-account segment
- Equips sellers with repeatable value stories and business cases that translate GitHub’s capabilities into tangible customer outcomes
- Serves as an executive sponsor for key early-stage or high-potential customers, helping accelerate growth and improve their overall GitHub experience
- Industry Knowledge Maintains strong awareness of the startup ecosystem, developer tool trends, and competitive dynamics (e.g., cloud providers, DevOps platforms, emerging AI tooling)
- Guides the team in understanding where GitHub is uniquely positioned to win, how to differentiate effectively, and how industry shifts influence digital buying patterns
- Shares insights broadly across GitHub to help shape segment strategy, positioning, and prioritization
- Execution of Pipeline Defines pipeline standards and forecasting expectations that match the pace of Digital Sales — high volume, fast cycles, and continuous qualification
- Partners across GitHub to ensure marketing, product, operations, and finance teams are aligned to Digital Sales needs, signals, and growth programs
- Ensures every seller and manager understands deal stages, velocity expectations, and how to progress opportunities through a healthy funnel
- Develops strategies to accelerate top-of-funnel creation through PLG signals, demand programs, partner motions
- Specialty Responsibilities Provides strategic direction to teams operating in the Digital segment
- Develops and implements plans to drive business growth and maximize team performance on prospecting, building, and maintaining the sales pipeline for a large quantity of accounts
- Coaches and develops early-in-career sellers and managers, implementing repeatable playbooks that improve prospecting rigor, qualification accuracy, and velocity across high-volume account sets
- Ensures operational rigor by driving forecasting accuracy, rhythm-of-business excellence, and consistent pipeline hygiene across the Digital territory
- Leads the GitHub for Startups team to align regional motions, amplify field awareness, and accelerate startup acquisition and activation
Orchestrates a cross-functional “pod” of marketing, product, engineering, CS, and operations to design and launch scalable experiences that increase product adoption, discoverability, and ease-of-use across the Digital segment with the intention to scale across all GitHub sales segments
- Uses data-driven insights to identify friction in the customer journey; collaborates with product and engineering to influence roadmap decisions that improve onboarding and time-to-value
- Drives Product-Led Growth (PLG) strategies by defining adoption KPIs, optimizing funnel conversion, and scaling low-touch and no-touch motions for emerging accounts
- Champions experimentation and A/B testing to validate new motions, refine playbooks, and surface insights
Represents the Digital segment in cross-company forums, providing field perspective on startup behavior, competitive dynamics, and emerging trends
