[Hiring] Strategic AI GTM Lead @GitHub, Inc.

Role Description

GitHub's mission is to accelerate human progress through developer collaboration. GitHub Copilot is redefining how software gets built and our AI GTM team (Copilot Specialists) ensures that the world's most innovative companies can realize its full value.

The AI GTM team is a high-impact group that partners with GitHub Sales, Microsoft (MCAPS), Product, Enablement, Customer Success, and Marketing teams to accelerate Copilot adoption. Our goal: land strategic wins, scale best-in-class sales activation, and help developers everywhere build better software with AI.

The Strategic AI GTM Lead, Americas is an individual contributor who acts as the tip of the spear for our most important opportunities. Supporting Enterprise segments, you will serve as a trusted advisor and technical partner in high-impact, revenue-generating customer engagements including:

• Pre-sales discovery
• Competitive takeouts (GitLab, Bitbucket)
• Cursor/AI IDE displacement
• Strategic expansions

This role combines deep product fluency, sales execution, and industry insight. You will bring AI-native credibility, technical depth, and customer empathy to every conversation.

Think of it as special forces for GTM: highly trained, highly capable, and deployed with precision to move the needle where it matters most.

Why this role? This is a rare opportunity to operate at the cutting edge of developer productivity and AI transformation. As a Strategic AI GTM Lead, Americas, you won't just talk about the future of software - you will help build it.

Responsibilities

• Support Customer Engagements
  • Partner with GitHub, Microsoft, and Channel sellers to influence and close complex Copilot deals in your coverage segment (Enterprise).
  • Lead strategic customer engagements, from technical discovery through proof-of-value and close.
  • Identify and engage with customer technical decision makers and influencers while engaging the sales team and helping to execute sales strategy.
• Leverage and Support Partner Ecosystem
  • Support competitive engagements, such as AI competitor discussions or integration-platform positioning.
  • Engage in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
• Build Strategy
  • Translate product vision into compelling, customer-aligned narratives grounded in developer value and ROI.
  • Maintain deep awareness of the rapidly evolving AI coding space - new entrants, use cases, and trends.
  • Capture core competitive knowledge and deliver back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
• Solution Design and Proof
  • Demonstrate and/or oversee demonstrations of products, services, and integration through initial engagements.
  • Support development of differentiated offers with hands-on keyboard work via proof of concept (POC).
• Education
  • Deliver industry thought leadership during customer briefings (EBC), events, and roadmap sessions.
  • Synthesize field insights and customer needs into actionable product feedback.
  • Build a readiness plan and proactively identify learning gaps to grow domain knowledge and expertise.
• Accelerating Product Revenue (Sales)
  • Drive pipeline and account prioritization strategies with Sales, Marketing, and RevOps teams.
  • Collaborate with field enablement to scale best practices and sharpen our Copilot GTM motion.
  • Partner with internal stakeholders at GitHub (EPD) and Microsoft (MCAPS) to identify strategies for new opportunities.

Qualifications

• 9+ years experience in sales, pre-sales, technical consulting, or related field OR Bachelor's Degree in Business, Information Technology, or related field AND 7+ years experience in sales, pre-sales, technical consulting, or related field OR equivalent experience.
• 5+ years experience selling Developer Automation, Artificial Intelligence, CICD, Metered Developer Tools, DevOps, Application Security, or DevSecOps solutions.
• Ability to travel up to 25% when needed.

Requirements

• 5+ years experience supporting multiple reps/regions/geos as a product specialist. This includes forecasting, identifying opportunities/needs, and setting priorities across entire territory.
• 5+ years experience selling or co-selling cloud infrastructure such as Azure, AWS or GCP.
• 5+ years experience developing, collaborating, executing on go-to-market strategies.
• Familiarity with Microsoft co-sell processes.
• Background in developer evangelism or solutions architecture.

Compensation Range

The base salary range for this job is USD $135,520.00 - USD $359,450.00 /Yr. In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 70/30 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

Leadership Principles

• Create clarity
• Generate energy
• Deliver success

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!