Senior Enterprise Account Executive III

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, Denmark
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 Spanish 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

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.
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.
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!