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SMB Senior Account Executive - Job Opportunity at GitHub, Inc.

Amsterdam, Netherlands
Full-time
Senior
Posted: June 17, 2025
Hybrid
€ 65,700 per year

Benefits

Remote-first work policy with flexible location arrangements providing enhanced work-life balance and reduced commuting costs
Competitive compensation package with structured salary framework aligned to market standards
Comprehensive learning and growth opportunities including professional development programs and skill advancement resources
Excellent benefits package supporting personal and professional well-being across multiple life areas
Flexible work arrangements allowing employees to optimize their productivity and personal schedules

Key Responsibilities

Drive strategic revenue growth through sophisticated account planning methodologies like MEDDPICC, directly impacting company financial performance and market expansion
Build and maintain C-level executive relationships that influence major technology decisions and drive long-term strategic partnerships
Lead cross-functional virtual teams to accelerate sales cycles and maximize deal closure rates through advanced communication and coordination strategies
Serve as trusted advisor to customers by identifying transformational technology opportunities that align with their strategic business objectives
Manage and optimize sales pipeline performance with accurate forecasting that enables strategic business planning and resource allocation
Position GitHub's value proposition as competitive differentiator through tailored business case development and executive-level presentations
Maintain deep product expertise and market intelligence to inform strategic customer engagement and competitive positioning
Develop specialized SMB market strategies that address unique challenges of smaller businesses while maximizing revenue potential
Design scalable sales processes that efficiently manage high-volume account portfolios while maintaining personalized customer relationships

Requirements

Education

Bachelor's Degree in Business, Technology, Liberal Arts, or related field (preferred)

Experience

4+ years experience in technology-related sales or a related field (required), 6+ years preferred

Required Skills

Technology-related sales experience Deal-closing expertise Software development processes and tools understanding Technical concept communication to non-technical stakeholders Sales forecasting and pipeline management MEDDPICC methodology Consultative engagement Executive relationship building Virtual team leadership Strategic account planning
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Sauge AI Market Intelligence

Industry Trends

DevOps and AI-powered development platforms are experiencing unprecedented growth as organizations accelerate digital transformation initiatives, with GitHub positioned at the center of this evolution through its comprehensive developer ecosystem and AI capabilities Small and medium businesses are increasingly adopting enterprise-grade development tools and practices, creating significant expansion opportunities in the SMB market segment that was previously underserved by major technology platforms Remote and hybrid work models have fundamentally changed software development collaboration, making platforms like GitHub essential infrastructure for distributed teams and creating sustained demand for account management professionals who understand these dynamics

Salary Evaluation

The provided salary of €65,700 appears below market rate for a senior account executive role in Amsterdam's competitive tech market, where similar positions typically range from €75,000-€95,000 annually. This may indicate additional compensation components not disclosed or represent a competitive entry point with significant upside potential through commission structures.

Role Significance

Typically operates within a regional sales team of 8-12 account executives, collaborating closely with sales engineers, customer success managers, and marketing teams while managing a portfolio of 40-60 SMB accounts
This is a senior individual contributor role with significant strategic impact, requiring advanced sales expertise and the ability to operate independently while managing complex stakeholder relationships and driving substantial revenue contributions

Key Projects

Lead strategic account penetration initiatives targeting high-growth SMB companies with potential for enterprise expansion Develop and execute territory-specific go-to-market strategies for underserved market segments Partner with product teams to influence roadmap development based on SMB customer feedback and market requirements

Success Factors

Deep understanding of software development workflows and DevOps practices to credibly engage with technical stakeholders and articulate GitHub's value proposition in terms that resonate with developer teams Exceptional relationship-building skills with the ability to navigate complex organizational structures and influence decision-making processes across multiple stakeholder groups Strategic thinking capabilities to identify long-term account expansion opportunities and position GitHub as essential infrastructure for growing businesses Adaptability to work effectively in GitHub's remote-first culture while maintaining strong customer relationships and team collaboration

Market Demand

Extremely high demand driven by GitHub's market dominance in developer tools, the critical nature of software development in all industries, and the specialized skills required to effectively sell to the SMB segment which represents significant untapped market potential

Important Skills

Critical Skills

Consultative selling expertise is absolutely essential as GitHub's solutions require deep understanding of customer technical challenges and business objectives, making relationship-based selling the primary path to success Technical acumen regarding software development processes enables credible conversations with developer teams and technical decision-makers who heavily influence purchasing decisions Strategic account planning capabilities using methodologies like MEDDPICC are crucial for navigating complex B2B sales cycles and ensuring consistent revenue achievement Pipeline management and forecasting accuracy directly impact business planning and resource allocation decisions, making these skills fundamental to success in the role

Beneficial Skills

Understanding of AI and machine learning trends in software development positions the candidate to effectively communicate GitHub's AI-powered features and future roadmap direction Experience with open source communities and development practices provides valuable context for understanding GitHub's unique market position and customer base Multilingual capabilities, particularly in European languages, could provide significant advantage given the regional scope and diverse customer base in the Netherlands market Background in DevOps or software development lifecycle management offers deeper credibility when engaging with technical stakeholders and solution architects

Unique Aspects

Opportunity to work for the platform that hosts the majority of the world's open source software and serves as essential infrastructure for the global developer community
Access to extensive product portfolio spanning from basic version control to advanced AI-powered development tools, providing multiple expansion vectors within customer accounts
Hybrid work model requiring in-office presence twice weekly, offering balance between remote flexibility and collaborative in-person engagement
Focus on SMB market segment provides opportunity to work with high-growth companies and develop specialized expertise in an underserved but rapidly expanding market

Career Growth

Typical progression to next level within 2-3 years given strong performance and GitHub's rapid growth trajectory, with opportunities for accelerated advancement based on exceptional results and market expansion

Potential Next Roles

Enterprise Account Executive managing larger, more complex accounts with higher deal values and longer sales cycles Sales Team Lead or Regional Sales Manager overseeing multiple account executives and territory strategy Customer Success Director focusing on post-sale relationship management and expansion within existing accounts Business Development Manager for strategic partnerships and channel relationships

Company Overview

GitHub, Inc.

GitHub stands as the world's leading developer platform with over 150 million users and serves as critical infrastructure for software development across virtually all industries, from Fortune 100 enterprises to individual developers and startups

Dominant market position in version control and developer collaboration tools, with near-universal adoption among software development teams and strong competitive moats through network effects and platform ecosystem
GitHub maintains strong presence in the Netherlands as part of its European expansion strategy, leveraging Amsterdam's position as a major tech hub and gateway to the broader European market
Remote-first organization with emphasis on asynchronous collaboration, developer-centric values, and strong commitment to open source principles, creating an environment that attracts top talent and promotes innovation
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