Strategic Account Manager Canada

at  GITHUB INC

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 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ 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 Remote, Ontario Canada
Overview:
GitHub helps companies and organizations succeed by enabling them to build better software together. We’re seeking a seasoned Strategic Account Manager to join our Enterprise Sales team, focused on managing our most strategic accounts in the Canadian Financial Services Industry (FSI). This role is based in Toronto and will report to the regional sales director.
The ideal candidate will have a deep understanding of the FSI landscape, coupled with the ability to build and foster relationships at the executive level. They will possess the technical aptitude to grasp GitHub’s product capabilities and develop tailored solutions that drive value for our customers.
Responsibilities:
Strategic Account Planning:
-

Develop and execute comprehensive account plans for FSI and key strategic clients.

• Identify growth opportunities to expand GitHub’s footprint within these accounts.
• Provide accurate forecasting and reporting on revenue opportunities and deal progression.
• Own the customer relationship, acting as the primary point of contact and GitHub ambassador.

Sales Execution:
-

Lead the full sales cycle from prospecting to closing, leveraging GitHub’s product suite to address customer needs.

• Drive deal momentum by managing multiple stakeholders, both internally (with teams like Solutions Engineering, Customer Success, and Expert Services) and externally.
• Navigate complex procurement processes and negotiate favorable terms to close deals that align with GitHub’s objectives.

Technical Expertise:
-

Understand and communicate the value of GitHub’s key technical pillars, including DevOps, DevSecOps, and collaboration tools within the GitHub platform and ecosystem.

• Ensure customers are equipped to leverage GitHub’s platform to drive innovation and digital transformation within their organizations.
• Stay up-to-date on the latest advancements in GitHub’s product offerings to serve as a trusted advisor to clients.

Client Advocacy:
-

Establish and maintain senior-level relationships within client organizations, specifically focusing on C-level and decision-makers.

• Present compelling business cases for GitHub’s solutions, tailored to the challenges and goals of FSI organizations.
• Serve as a customer advocate within GitHub, driving customer feedback to product and engineering teams to improve overall solutions.

Collaboration & Networking:
-

Invest significant time in building and leading a cross-functional team that includes Solutions Engineering, Customer Success, and Operations to deliver the best outcomes for our clients.

• Build strong networks across GitHub and Microsoft teams, ensuring customer success through coordinated efforts.
• Leverage technical partners to design solutions that address client-specific challenges.

Qualifications:
Required Qualifications:
-

Extensive experience in strategic sales, account management, or business development, with a proven track record of success in large enterprise accounts.

• Experience selling software solutions to Financial Services.
• Demonstrated ability to exceed quotas with deal sizes in excess of $1M.
• Strong understanding of FSI client needs and procurement processes.
• Ability to travel up to 25% to meet client needs and attend key meetings.

Preferred Qualifications:

• Experience selling DevOps, DevSecOps, or AI-driven solutions to enterprise customers.
• Deep knowledge of GitHub’s product suite and the software development lifecycle.
• Prior experience with complex sales cycles in highly regulated industries.
• Experience in consumption-based selling, particularly in driving usage and adoption within large enterprise accounts.

GitHub Leadership Principles:

Please refer the Job description for details