As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 100 million people, including developers from 90 of the Fortune 100 companies, use GitHub to build amazing things together across 330+ million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.
Locations
In this role you can work from Remote, India
Overview
GitHub helps companies and organizations succeed by allowing them to build better software together. We're looking for Enterprise Sales Managers to work with our largest prospects and new customers to build great relationships, help them to learn about GitHub and our products and facilitate the buying process. We care about customer success and customer service, and we're extremely passionate about the quality of our work. The ideal candidate will have the aptitude and passion to become a master of GitHub’s product capabilities, underlying technology, and competitive advantages. We are looking for Enterprise Sales Managers in all of GitHub’s geographical selling markets. The role will report to the Regional Director of Enterprise Sales.
Responsibilities
New business strategic selling. Develop plans and resource requirements to close new business within GitHub’s Enterprise prospect market segment and then grow those accounts rapidly within the first 12 months by providing new account services for customer and company success. Provide accurate forecasting for deals and quarterly revenue. Be the primary interface for new prospects and customers.
Risk Management. Identify risk and be decisive to ensure any risk is mitigated.
Network building. Identify the right customer stakeholders and build connections quickly to drive consensus for deals; work cooperatively with a wide range of internal stakeholders for deal success. Build a solid network at GitHub and within customer and prospect accounts to ensure successful deal conversion. Work cross-functionally with technical product management, engineering, support, technical sales and professional services to demonstrate the value of GitHub and, in turn, help close business and ensure new customer success.
Manage by influence. Be a consensus builder inside GitHub and within customer and prospect accounts to ensure mutually beneficial outcomes.
Understand GitHub products and solutions. Understand how we enable customers to be successful with our products and services to help them be innovation leaders. Teach customers about their industries and offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Sell value and provide real ROI analysis with our products and services for prospects and new customers. Work programmatically with prospects and new customers on a set of metrics to show them how to improve their business by properly using GitHub products and services.
Effective communicator and presenter. Present strategic ideas to small and large groups of customers, work off script and answer questions and challenges in live settings with key prospects, new customers and partners.
Deal process, objection handling and driving momentum. Map out prospect buying processes, help new buyers navigate deals to close, and identify deal stakeholders (including mobilizers and blockers) in order to drive deal momentum to close. Independently and collaboratively strategize for solving deal-level challenges.
Solve problems and hypothesise possible customer pain points, expectations, and implicit needs; brainstorm with team members to devise solutions to solve complex deal challenges.
Qualifications
Required Qualifications:
Highly experienced in sales with product companies, preferably in the software development / DevOps domain.
Experience in selling to large enterprise customers in the region, working with C-level executives / key decision makers.
Willingness to travel approximately 40%.
Preferred Qualifications:
Strong customer orientation, dedication, and passion for delivering a great customer experience while being empathetic to the team.
Ability to assess customer needs and build valuable, trusted, relationships at all levels
Coherent and convincing presenter and eloquent verbal and written communicator
Curiosity and willingness to learn continuously all aspects of the software development lifecycle (inc. application security) and ability to become fluent in GitHub's technology and the industry
Consistent track record of aligning multiple resources to align with customer objectives.
Consistent track record of exceeding targets and growing business YoY.
Willing to challenge the status quo, acknowledges issues and proposes possible solutions.
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 100 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 people flourish when they can work on their own terms.
Join us, and let’s change the world, together.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales
Industries
Software Development
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