Director, Enterprise Sales II

Overview

Director, Enterprise Sales, EMEA

GitHub is enabling the world to build best-in-class software through our AI-powered Developer Platform. We’re the leader in Agentic DevOps, partnering with business leaders and developers to achieve more, faster. We're looking for a Director of Enterprise Sales to lead and execute the new business GTM strategy across EMEA.

This leader will head a highly successful Enterprise sales organization focused on securing new and existing business. They will lead their sellers to empower GitHub customers to reach optimal business outcomes and achieve critical financial milestones for GitHub. They will forge strong relationships with key leaders inside and outside of GitHub and provide critical perspective to our product and engineering teams regarding regional solutions and the needs of EMEA customers.

Candidates should have a proven record of success running strategic, competitive sales cycles across net-new and existing business pursuits, and be able to inspire teams to drive results. The role requires adaptability and agile leadership, with experience leading both direct and indirect reports. Candidates should exhibit impeccable character, high standards, and high cultural sensitivity.

Responsibilities

• Be responsible for driving net-new customer acquisition and accelerating revenue through a clear, repeatable GTM strategy. Develop and execute new business sales plays, build and lead a high-performing team, and establish a strong performance and accountability culture. Partner with Marketing, RevOps, and Product to ensure pipeline health, forecasting rigor, and consistent execution.
• Lead efforts with internal and external partners (e.g., Microsoft teams), including vertical industry partners and business and technical decision-makers, to develop, share, and promote mutually beneficial, long-term, customizable joint investment plans to grow sales and partner impact.
• Develop actionable team initiatives to drive the objectives of the new business leadership team and the Global Revenue Organization.
• Conduct territory management exercises to drive operational and seller efficiencies.
• Apply and manage a disciplined sales process (e.g., call planning, communication, meeting notes) to maximize opportunities.
• Drive forecasting rigor through robust customer and deal discovery to consistently meet and exceed quarterly revenue targets.
• Coach, mentor, and train team members to improve sales rep productivity through a deep understanding of GitHub’s solutions and value drivers.
• Collaborate with the wider Hubber community to drive demand within the region and provide resources for sellers (e.g., sales process improvements, marketing campaigns).
• Demonstrate a team-focused attitude; understand strategic delegation and empowering team members.
• Develop and coach a high-performing team by hiring diverse talent and prioritizing development and talent management. Maintain a focus on personal network development.
• Demonstrate strong technical curiosity, particularly in AI and the Agentic market.
• Move quickly and adapt in an ever-changing landscape.

Qualifications

Required Qualifications:

• 9+ years of experience in technology-related sales, technical selling, or a related field
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 7+ years in technology-related sales
• OR Master's Degree in Business Administration AND 5+ years in technology-related sales
• OR equivalent experience
• Ability to travel up to 30% to serve business or client needs.

Preferred Qualifications:

• Proven track record of consistently overachieving team revenue targets, particularly around consumption.
• Strong familiarity with platform sales cycles, security sales cycles, transformational customer engagements, and driving high-consumption product growth.
• Strong technical aptitude and the ability to become deeply fluent in GitHub’s AI platform and industry.
• Ability to demonstrate cross-functional collaboration inside and outside of GitHub, with a deep understanding of the Microsoft ecosystem.
• Extremely collaborative, empathetic, and team-oriented, with the ability to demonstrate GitHub Manager Fundamentals (Model, Coach, Care).

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 home to the largest open-source community. Our teams are dreamers, doers, and pioneers, leading the way in AI and humanitarian efforts, and supporting remote work with competitive pay, learning and growth opportunities, and excellent benefits.

Join us, and let’s change the world, together.

Equal Employment Opportunity

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 based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. 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.