Enterprise Sales Manager, DACH Region

GitHub helps companies and organizations succeed by allowing them to build better software together. We’re looking for tenured Enterprise Sellers to work with our largest customers to build strong relationships, help them learn the value of GitHub’s solutions to impact their business, and drive the buying process. We care about our customer’s long‑term success, 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 to build valuable solutions for our customers. If you are technically curious, love leading teams toward common goals, and move fast, we want you.

The role will report to the regional sales director.

Responsibilities

• Strategic account & territory planning
• Develop plans and resource requirements to drive our potential and installed customers in the DACH region to upsell and add new products
• Analyze and measure account plans for customer and company success
• Provide accurate forecasting for in and out quarter opportunities and quarterly revenue commitments
• Be the primary owner of the customer and their liaison to GitHub
• Risk management – identify risk and be decisive in ensuring it is managed
• Network building – build a solid network at GitHub, Microsoft and inside customers to ensure success
• Work with technical product management, engineering, support, technical sales and professional services to bring the full weight of GitHub to help customers
• Manage by influence – be a consensus builder inside GitHub, Microsoft and at the customer to drive to agreed outcomes
• Understand GitHub products and solutions – counsel customers on best practices for leveraging GitHub products 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, 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 to small and large groups of customers strategic ideas, work off script and be able to answer questions and challenges in live settings with key customers and partners
• Deal process, objection handling and driving momentum – map prospects and buying processes, help new buyers navigate deals to close, identify deal stakeholders, mobilizers and blockers to drive deal momentum to close, independently and collaboratively strategize for solving deal‑level challenges
• Team with Solutions Engineering – work comfortably alongside our Solutions Engineering team for best alignment

Qualifications

• 5-10 years of successful enterprise software sales experience
• Strong customer orientation, dedication, and passion for delivering a great customer experience
• Ability to assess customer needs and build strong, trusted relationships at all levels
• Strong presentation skills
• Excellent verbal and written communication skills
• Collaborative and team oriented
• English & German skills required, additional languages beneficial
• Interest in all aspects of the software development lifecycle (inc. application security)
• Strong technical aptitude 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 quota
• High energy and positive attitude
• Ability to take initiative
• Comfortable working in a fast‑paced and dynamic environment; able to think quickly
• Willing to go the extra mile with a strong work ethic; self‑directed and resourceful
• Experience selling subscription and consumption‑based licenses
• Experience using salesforce.com CRM

Equality and Diversity 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. 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.