• Exceed monthly/quarterly sales targets by selling SolarWinds solutions • Manage the entire sales process • Territory/Vertical identification and research • Pipeline development through cold calling, email campaigns • Create and maintain a sales pipeline • Engage with prospect organizations to position SolarWinds solutions • Manage the end-to-end sales process

• Own and grow a portfolio of financial services accounts • Drive account expansion through upsell, cross-sell, and new use case adoption • Identify additional teams and stakeholders (e.g., Coverage, IB, Corporate Banking, Strategy) • Position Altrata as a strategic partner for executive intelligence and relationship mapping • Align solutions to deal origination, mandate wins, and client engagement outcomes • Lead renewals, pricing discussions, and commercial negotiations • Build deep, multi-level relationships across client organizations • Partner with Client Success to ensure adoption and value realization • Develop and execute strategic account plans • Maintain accurate forecasting and pipeline visibility

Role Description GitHub is expanding its Enterprise Sales team and seeking an experienced enterprise sales professional to drive new logo acquisition and growth across a portfolio of high-value enterprise accounts. As a Senior Enterprise Account Executive, you will take ownership of a portfolio of high-value enterprise accounts, developing account tiering and prospecting strategies, executing complex sales strategies, building trusted relationships with executives, and aligning GitHub’s solutions with long-term customer business objectives. The ideal candidate will be a strategic partner in new logo acquisition; covering whitespace mapping, competitive positioning, and developing expertise in navigating complex deal cycles and effective handover to the account management team to realise the full value of the account. Responsibilities - Develop and execute a strategic new logo acquisition plan for large enterprise accounts, identifying and prioritising high-value opportunities. - Build an account prioritisation framework by evaluating whitespace, customer propensity to buy, and Ideal Customer Profile (ICP) fit to drive focused and efficient territory development. - Develop and execute account plans for a portfolio of large enterprise accounts using sales methodologies like MEDDPICC to drive high volume sales and alignment with customer objectives. - Build and maintain strong relationships with executive-level decision-makers within a focused set of new logo and existing accounts, acting as a trusted advisor to facilitate business transformation. - Expand your network of key partners and decision-makers across an array of customer accounts to enhance sales and partner impact. - Manage the sales pipeline and forecasting process for a portfolio of medium to large complex accounts, ensuring alignment with sales goals and risk mitigation. - Utilize advanced market analysis techniques to develop strategic account plans that capitalize on emerging trends and competitive dynamics. - Drive complex solution selling efforts, customizing GitHub's offerings to address intricate business challenges and deliver measurable outcomes for a larger set of accounts. Qualifications - 6+ years' experience in technology-related sales, technical selling, or a related field, OR a Bachelor's degree in Business, Technology, Liberal Arts, or related field with 4+ years experience in technology-related sales, technical selling, or a related field, OR a Master's degree AND 2+ years experience in technology-related sales, technical selling, or a related field, OR equivalent experience. - Fluency in Spanish and English is required. Preferred Qualifications - 6+ years' experience in technology-related sales, technical selling, or a related field. - 4+ years’ enterprise-level strategic sales or equivalent experience. - Knowledge of sales methodologies such as MEDDPICC or Challenger Sale, with the ability to apply these frameworks to drive sales success. - Demonstrated ability to understand customer needs and provide tailored solutions that drive business value. - Extensive new logo experience, selling into technology accounts with an emphasis on the software development ecosystem is strongly preferred. - Expertise in crafting comprehensive proposals that address the multifaceted needs of a diverse set of accounts. - Experience in aligning cross-functional strategies across the organization to deliver a seamless customer experience and achieve common goals. 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 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!

• Align internal and external stakeholders, ensuring commitment to objectives and successful outcomes. • Serve as a central point of contact between internal and external resources, fostering shared understanding and collaboration to provide product expertise and technical support to customers. • Monitor and measure performance, and sales for assigned territories–intervening and resolving issues that impact performance and customer satisfaction whenever possible. • Listen and understand stakeholders' business objectives, forecasts, and performance metrics, and align technology and processes to meet their needs and to grow our collective businesses. • Work closely with operational resources to ensure timely resolution of issues, while maintaining strong communication with stakeholders. • Provide education and support to external stakeholders, including customers and business partners, on program features and enhancements. • You will play a pivotal role in coaching our customers on best practices, empowering them to thrive within our marketplace through personalized guidance and support.