Director, Sales Development - AMERICA

About GitHub

GitHub is the world’s leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

Locations

In this role you can work from Bellevue, Washington United States | San Francisco, California United States

Overview

GitHub helps companies and organizations succeed by allowing them to build better software, together. We are seeking a Sales Business Development Manager (M5) to orchestrate the evaluation and pursuit of market opportunities that empower partners and customers to leverage GitHub’s platforms.

In this role, you will lead a team of managers responsible for Outbound Sales prospecting in the Americas region, coaching them to high performance while driving high-level internal strategies to achieve strategic outcomes. You will be responsible for people management, including driving employee growth, managing performance, and executing cross functional projects. 

This is a hybrid role that requires being in the San Francisco, CA or Bellevue , WA office 2 days per week.

Responsibilities

• Prospecting Strategy: Define prospecting strategy, considering current market trends, to identify, quantify, and qualify opportunities for GitHub products.

• Account Planning: Lead account planning in cooperation with internal and external partners to prioritize targets and drive strategy execution with cross-functional teams like Field Sales and Marketing.

• **Team Leadership:**Empower Sales Development Managers to coach their teams to high performance.

• Stakeholder Management: Act as a trusted advisor for executive-level stakeholders, managing complex cross-organizational dependencies and influencing resource allocation (e.g., headcount and tooling).

• Reporting & Analytics: Own the interpretation and application of reports to generate communication plans and reflect long-term strategies.

• Operational Excellence: Drive project management in alignment with strategic goals, ensuring all contributing stakeholders meet defined outcomes and performance indicators.

• Innovation: Lead efforts to innovate prospecting methods to advance work methods and attain quotas.

Qualifications

Required Qualifications

• 11+ years of experience in business development or sales.

• • OR a Bachelor’s Degree in Business, Communications, Finance, Computer Science, Engineering, or a related field AND 9+ years of experience in business development, sales, consulting, or marketing.
  • OR equivalent experience

Preferred Qualifications

• 15+ years of experience in business development or sales.

• • OR Bachelor's Degree in Business, Communications, Finance, Computer Science, Engineering, or related field AND 10+ years experience in business development or sales, consulting, or marketing
  • OR equivalent experience.

• 5+ years of people management experience.

• 8+ years of experience in computer science, software development, technology, or a related domain.

• Technical Acumen: Deep understanding of industry trends, market knowledge, and commercial technology.

• Leadership Skills: Proven ability in conflict resolution, persuasion, storytelling, and executive presence.

Compensation Range

The base salary range for this job is USD $96,780.00 - USD $256,680.00 /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!