Director, Enterprise Sales II

GitHub; France; Remote; EUR 230,000 - 330,000; Full time

Benefits offered by this job

Competitive pay

Learning & growth opportunities

Excellent benefits

Job summary

GitHub is seeking a Director of Enterprise Sales to lead the new business GTM strategy across EMEA, driving net-new acquisitions and accelerating revenue from a remote base in France.

You will lead a high-performing, diverse sales team, mentor sellers, collaborate with Marketing, RevOps, and Product, and articulate the value of GitHub’s AI platform to enterprise customers in a fast-changing tech landscape.

Qualifications

• 9+ years in technology-related sales or a related field.
• Experience leading enterprise sales teams and GTM programs.
• Proven track record of exceeding revenue targets.

Responsibilities

• Drive net-new customer acquisition and accelerate revenue through a clear, repeatable GTM strategy.
• Lead efforts with internal and external partners to grow sales and partner impact.
• Develop actionable team initiatives to drive the objectives of the leadership team and Global Revenue Organization.
• Perform territory management exercises to drive efficiencies.
• Apply disciplined sales process management to maximize opportunities.
• Drive forecasting rigor through customer and deal discovery to meet revenue targets.
• Coach and train team members to improve sales productivity through product knowledge and value drivers.
• Collaborate with the Hubber community to drive demand and provide resources for sellers.
• Demonstrate team-oriented leadership and strategic delegation to empower team members.
• Develop and coach a high-performing team by hiring diverse talent and focusing on development.
• Demonstrate strong curiosity in AI and the Agentic market.

Skills

Enterprise sales leadership

Strategic GTM planning

Coach and develop teams

Cross-functional collaboration

Education

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

Master's Degree in Business Administration

Equivalent experience

Job description

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 Remote, France

Overview:

GitHub is enabling the world to build best-in-class software through our AI-powered Developer Platform. We’re the leader in Agentic DevOps, partnering with business leaders and developers to achieve more, faster. We're looking for a Director of Enterprise Sales to lead and execute the new business GTM strategy across EMEA.

This leader will have the opportunity to lead a highly successful Enterprise sales organization focused on securing new and existing business. They will lead their sellers to empower new and current GitHub customers to reach optimal business outcomes and achieve critical financial milestones for GitHub. They will forge strong relationships with critical leaders, both within and outside of GitHub. They will be responsible for providing critical perspective to our product and engineering teams regarding regional solutions and promoting the needs of EMEA customers.

Candidates for this role should have a proven record of success running strategic, competitive sales cycles across net-new and existing business pursuits. Candidates should be able to inspire teams to drive results and think creatively about solving problems. Our world is in constant flux; being an adaptable and agile thought leader in an ever-changing landscape is a must. Leading both direct and indirect reports is key to success in this role. Candidates should also have impeccable character, high standards, and high cultural sensitivity.

Responsibilities:

• Be responsible for driving net-new customer acquisition and accelerating revenue through a clear, repeatable GTM strategy. Leverage the development and execution of new business sales plays, build and lead a high-performing team, and establish a strong performance and accountability culture. Partner closely with Marketing, RevOps, and Product to ensure pipeline health, forecasting rigor, and consistent execution.


• Lead efforts with key internal and external partners (e.g., Microsoft teams), including vertical industry partners and business and technical decision-makers, in developing, sharing, and promoting mutually beneficial, long-term, customizable joint investment plans to grow sales and partner impact.


• Develop specific, actionable team initiatives to drive the objectives of the new business leadership team and the Global Revenue Organization.


• Quantitatively and qualitatively perform territory management exercises to drive operational and seller efficiencies.


• Apply and manage a highly disciplined approach to managing the sales process (e.g., call planning, communication, meeting notes, etc.) to ensure opportunities are maximized.


• Drive forecasting rigor through strong customer and deal discovery to consistently meet and exceed quarterly revenue targets.


• Coach, mentor, and train team members (individual sellers) to improve sales rep productivity through a deep understanding of GitHub’s solutions and value drivers for our customers.


• Collaborate with the wider Hubber community to drive demand within the region and provide resources for sellers to consistently execute (e.g., sales process improvements, marketing campaigns, etc.).


• Demonstrate a strong desire to accomplish goals as a team versus individually; understand strategic delegation and empowering team members.


• Develop and coach a high-performing team (individual sellers) by hiring diverse talent and prioritizing development and talent management. Maintain a consistent focus on personal network development.


• Demonstrate strong technical curiosity, particularly in AI and the Agentic market.


• We move quickly and can adapt fast in an ever-changing landscape.

Qualifications:

Required Qualifications:

• 9+ years experience in technology-related sales, technical selling, or a related field


• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 7+ years experience in technology-related sales, technical selling, or a related field


• OR Master's Degree in Business Administration AND 5+ years experience in technology-related sales, technical selling, or a related field


• OR equivalent experience


• Ability to travel up to 30% to serve business or client needs.

Preferred Qualifications:

• Proven track record of consistently overachieving team revenue targets, particularly around consumption.


• Strong familiarity with platform sales cycles, security sales cycles, transformational customer engagements, and driving high-consumption product growth.


• Strong technical aptitude and the ability to become deeply fluent in GitHub’s AI platform and the industry.


• Ability to demonstrate cross-functional collaboration inside and outside of GitHub, with a deep understanding of the Microsoft ecosystem.


• Extremely collaborative, empathetic, and team-oriented, with the ability to demonstrate GitHub Manager Fundamentals (Model, Coach, Care).

GitHub Leadership Principles:

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.

At 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.

• 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!