GitHub is expanding its Enterprise Sales team, and we’re seeking top-performing professionals to lead strategic and global account growth.As a Senior Enterprise Account Executive III, you will be responsible for managing a portfolio of significant, high-value enterprise accounts, driving large-scale digital transformation, and influencing high-level executive decision-making.The ideal candidate will be a key driver of enterprise-wide adoption, developing long-term partnerships, negotiating complex enterprise agreements, and shaping GitHub’s presence in the global market while gaining unparalleled experience in strategic deal-making.

• Strategic Account Planning:
Develop plans and resource requirements to drive upsell and add new products for our potential and existing customers in the North European market. Use your plan as a way to measure progress and customer satisfaction and make data driven decisions. Provide accurate forecasting by deeply understanding customer behaviors and buying processes. Be the primary owner of the customer relationship and their GitHub ambassador.
• Risk Management:
Identify risks and be decisive in ensuring they are managed effectively.
• Network Building:
Build a solid network within GitHub, Microsoft, and inside customer organizations to ensure success. Collaborate with technical product management, engineering, support, technical sales, and professional services to leverage the full resources of GitHub in assisting customers.
• Manage by Influence:
Be a solution provider and consensus builder within GitHub, Microsoft, and with customers to drive agreed-upon outcomes.
• Understand GitHub Products and Solutions:
Advise customers on best practices for leveraging the GitHub platform and services to become innovation leaders. Offer unique insights to encourage customers to think differently about their business and discover the true value of working with GitHub. Help customers design internal business cases that demonstrate the value of GitHub in their organizations.
• Effective Communication and Presentation:
Present strategic ideas to small and large groups of customers, work off script, and confidently answer questions and challenges in live settings with key customers and partners.
• Deal Process, Objection Handling, and Driving Momentum:
Understand how to map prospects and buying processes. Help new buyers navigate deals to close, identify deal stakeholders, mobilizers, and blockers, and drive deal momentum to close. Strategize independently and collaboratively to solve deal-level challenges.
• Team with Solutions Engineering and Customer Success:
Work comfortably alongside our Solutions Engineering, Business Development and Customer Success teams. Our best teams have the closest sales and pre-sales alignment.
• Partner with Microsoft:
Confidently and collaboratively work with our partners at Microsoft, navigating an ecosystem of Sales, Success and Commercial teams to align on client strategy, opportunities, and pricing. Continuously seek ways to improve and align processes and go-to-market strategy.

• 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

• Experience presenting to C- level executives, IT, and other lines of business leadership.

• 8+ years' experience in technology-related sales, technical selling, or a related field
• 2+ years’ enterprise-level strategic sales or equivalent experience
• Written and verbal language proficiency in Dutch
• Experience in a consumption sales model
• Consistent track record of exceeding sales quotas in large enterprise deals

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