Strategic Account Manager

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.

As a Strategic Account Manager, you will lead account strategy and C-level engagement, orchestrating joint success plans, co-innovation, and strategic roadmaps. Your work will directly impact GitHub’s long-term positioning as a trusted partner for developer productivity, platform security, and large-scale digital transformation.

Locations

In this role, you can work remotely from Germany.

Overview

GitHub is looking for an experienced and strategically minded Strategic Account Manager to develop and expand long-term partnerships with a defined set of GitHub’s most important enterprise customers in the DACH region, including DAX40 companies.

This role is focused on enterprise-wide adoption, strategic alignment, and long-term value creation—not just quarterly sales execution. The ideal candidate brings a strong mix of:

• Direct enterprise sales experience
• Proven ability to manage and influence seven-figure (€1M+) engagements
• Demonstrated success in partner co-sell environments, particularly with Microsoft and Big Four consulting firms (PwC, Deloitte, EY, KPMG)

Responsibilities

Strategic Account Management

• Lead strategic account planning and multi-year execution for assigned enterprise customers in DACH.
• Establish and grow trusted relationships with executive stakeholders across business, engineering, and IT.
• Drive alignment across GitHub Sales, CSM, Engineering, Legal, and Microsoft/partner teams to ensure coordinated, high-impact engagement.
• Expand GitHub’s footprint across business units by translating customer priorities into platform-driven outcomes.
• Champion the GitHub roadmap in customer strategy conversations and ensure GitHub is seen as mission-critical.

Customer Engagement

• Own and elevate a long-term executive engagement and governance strategy that builds trust, impact, and loyalty.
• Develop deep insights into customer business strategies, industry dynamics, and end-user needs to guide internal teams and shape joint planning.
• Translate customer context into actionable narratives that position GitHub as a catalyst for innovation, productivity, and security.
• Guide internal teams in continuously maturing customer intimacy and stakeholder mapping across all levels.

Sales Excellence

• Act as a thought leader and executive sponsor, bringing visionary ideas, strategic framing, and credible expertise to the C-suite.
• Lead strategic workshops and reviews that link GitHub’s value to measurable business outcomes.
• Navigate complex stakeholder landscapes and act as a multiplier for the account team’s impact across enterprise functions.
• Shape partner positioning and narratives in alignment with customer transformation priorities.

Execution of Pipeline & Co-Sell Strategy

• Support pipeline development by identifying new use cases, white space, and platform opportunities aligned to business goals.
• Drive adoption of co-sell strategies with Microsoft and Big Four firms, ensuring alignment on joint customer objectives and shared KPIs.
• Guide forecasting and pipeline hygiene across the broader account team; anticipate friction points and de-risk growth plans.
• Enable partner and GitHub teams to execute structured, programmatic growth across the customer lifecycle.

Qualifications

Required Qualifications

• 9+ years in enterprise technology sales, technical consulting, account strategy, or related field, OR a Bachelor's degree AND 7+ years of relevant experience, OR a Master's degree AND 5+ years of relevant experience.
• Proven experience managing strategic enterprise customers in the DACH region, including successful navigation of C-level and procurement stakeholders.
• Track record of managing or co-owning seven-figure deal volumes with complex enterprise buying centers.
• Experience working in both direct sales motions and partner-led engagements (particularly with Microsoft and the Big Four).

Preferred Qualifications

• 13+ years total experience in enterprise sales, consulting, or strategic account management.
• Experience engaging DAX40 companies and/or regulated industries (automotive, manufacturing, banking, healthcare).
• Background in developer ecosystems, DevSecOps, cloud platforms, or open source tooling preferred.
• Executive presence, strategic thinking, and excellent stakeholder communication skills.
• Business fluency in German and English (verbal and written).

GitHub Values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Key skills/competency

• Enterprise Sales
• Strategic Account Management
• C-level Engagement
• DACH Region Market
• Partner Co-sell
• Pipeline Development
• Business Acumen
• Developer Ecosystems
• Cross-functional Alignment
• Negotiation Skills