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GitHub is seeking a Senior Enterprise Account Executive to lead acquisition and growth for high-value enterprise clients in a remote setting. The role demands strategic sales planning, relationship building with executives, and expertise in the software development ecosystem, aimed at achieving aggressive sales objectives. Candidates should possess strong technology sales experience, ideally with enterprise accounts.
GitHub is expanding its Enterprise Sales team and seeking an experienced enterprise sales professional to drive new logo acquisition and growth across a portfolio of high-value enterprise accounts. As a Senior Enterprise Account Executive New Business II, you will take ownership of a portfolio of high-value enterprise accounts, developing account tiering and prospecting strategies, executing complex sales strategies, building trusted relationships with executives, and aligning GitHub’s solutions with long-term customer business objectives. The ideal candidate will be a strategic partner in new logo acquisition; covering whitespace mapping, competitive positioning, and developing expertise in navigating complex deal cycles and effective handover to the account management team to realise the full value of the account.
Develop and execute a strategic new logo acquisition plan for large enterprise accounts, identifying and prioritising high-value opportunities.
Build an account prioritisation framework by evaluating whitespace, customer propensity to buy, and Ideal Customer Profile (ICP) fit to drive focused and efficient territory development.
Develop and execute account plans for a portfolio of large enterprise accounts using sales methodologies like MEDDPICC to drive high volume sales and alignment with customer objectives.
Build and maintain strong relationships with executive-level decision-makers within a focused set of new logo and existing accounts, acting as a trusted advisor to facilitate business transformation.
Expand your network of key partners and decision-makers across an array of customer accounts to enhance sales and partner impact.
Manage the sales pipeline and forecasting process for a portfolio of medium to large complex accounts, ensuring alignment with sales goals and risk mitigation.
Utilize advanced market analysis techniques to develop strategic account plans that capitalize on emerging trends and competitive dynamics.
Drive complex solution selling efforts, customizing GitHub's offerings to address intricate business challenges and deliver measurable outcomes for a larger set of accounts.
Required Qualifications:
6+ 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 4+ years' experience in technology-related sales, technical selling, or a related field,
OR master's degree in business administration AND 2+ years' experience in technology-related sales, technical selling, or a related field,
OR equivalent experience.
Fluency in French and English is required.
Preferred Qualifications:
6+ years' experience in technology-related sales, technical selling, or a related field.
4+ years’ enterprise-level strategic sales or equivalent experience
Knowledge of sales methodologies such as MEDDPICC or Challenger Sale, with the ability to apply these frameworks to drive sales success
Demonstrated ability to understand customer needs and provide tailored solutions that drive business value
Extensive new logo experience, selling into technology accounts with an emphasis on the software development ecosystem is strongly preferred
Expertise in crafting comprehensive proposals that address the multifaceted needs of a diverse set of accounts
Experience in aligning cross-functional strategies across the organization to deliver a seamless customer experience and achieve common goals
Extensive sales experience in Telco & or SI verticals
GitHub values
Manager fundamentals
Leadership principles