Senior Director of Digital Sales, Github

• 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
• 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

Desirable

• 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
• They also own people leadership, performance management, and talent development for a fast-growing Digital Sales organization
• 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