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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. 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 Bellevue, Washington United States | San Francisco, California United States | Remote, United States

Overview

The Senior Director of Digital Sales leads a high-velocity, high-scale business focused on customers with fewer than 100 developers. This leader builds a modern sales engine that blends people-led and product-led growth motions, enabling customers to discover value quickly and grow usage over time. They mentor and elevate early-in-career sellers and managers, leads the GitHub for Startups, and work cross-functionally with marketing, product, engineering, and customer success to create scalable experiences that remove friction, increase adoption, and drive durable revenue growth.

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, growth experiments, demand programs, and 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.

Qualifications

Required Qualifications

+ 11+ 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 9+ years experience in technology-related sales, technical selling, or a related field

+ OR Master's Degree in Business Administration AND 7+ years experience in technology-related sales, technical selling, or a related field

+ OR equivalent experience.

+ Experience working in high volume, PLG-led segments

+ Experience working with Marketing, Product, and Engineering to drive high scale programs for startups and small customers.

Preferred Qualifications

+ 16+ years experience in technology-related sales, technical selling, or a related field o OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 14+ years experience in technology-related sales, technical selling, or other relevant work experience

+ OR Master's Degree in Business Administration AND 12+ years experience in technology-related sales, technical selling, or a related field

+ OR equivalent experience.

+ 5+ years enterprise-level strategic sales or equivalent experience.

+ 5+ years experience managing people in deal-closing roles.

+ Local to San Francisco, CA or Bellevue, WA

Compensation Range

The base salary range for this job is USD $138,420.00 - USD $367,140.00 /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 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!