Job Specifications
This job is with GitHub, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly. 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 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, 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.
Responsibilities
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.
Qualifications
Required Qualifications:
6+ years' experience in technology-related sales, technical selling, or a related field,
OR a Bachelor's degree in Business, Technology, Liberal Arts, or related field 4+ years experience in technology-related sales, technical selling, or a related field,
OR a Master's degree 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
Fluency in Spanish
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
About the Company
myGwork is the largest global platform for the LGBTQ+ business community.
Our mission is to make the workplace more inclusive for all by providing individual users and partner organizations access to a wide eco-system of services, including job opportunities, training, mentoring, employer branding, and free community events. Joining the platform is free for individual members, which supports myGwork's goal of ensuring that the platform's benefits are as accessible and as far-reaching as possible. Corporate members get a tai...
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