Public Sector Enterprise Account Executive (UK&I, EMEA)

About GitHub: 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, United Kingdom
Overview:

GitHub helps companies and organizations succeed by enabling them to build better software together. We're looking for ambitious Enterprise Sellers to work with our largest customers, build strong relationships, help them understand the value of GitHub’s solutions for their business, and drive the buying process. We care about our customers' long-term success and are extremely passionate about the quality of our work.

 

The ideal candidate will have the aptitude and passion to master GitHub’s product capabilities, underlying technology, and competitive advantages to build valuable solutions for our public sector (and other) customers. If you are technically curious, love proactively creating new business opportunities, and thrive in a fast-paced environment, we want you.

Responsibilities:

• Strategic Account Planning:
  Develop plans and resource requirements to drive upsell and add new products for our potential and existing customers in the UK & Ireland, and/or Northern European market. Once the plan is developed, use it as a way to measure progress and customer satisfaction. Provide accurate forecasting by deeply understanding customer behaviors and buying processes. Be the primary owner of the customer relationship and their ambassador within GitHub.
• 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 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. Help customers design internal business cases that demonstrate the value and economic impact 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, including public sector tenders. 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 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 and Success teams to align on client strategy, opportunities, and pricing. Continuously seek ways to improve and align processes and go-to-market strategy.

Qualifications:

Required:

• More than several years of successful enterprise software sales experience.
• Public sector sales experience in the UK & I market and/or European market.
• Comfortable presenting to C-level executives, IT, and other lines of business leadership.
• Ability to thrive in a fast-paced, dynamic, and evolving environment. You excel at problem-solving and can adapt quickly to changes.
• At GitHub, we're still scaling, and we're looking for someone who can navigate and contribute to an innovative culture where processes are continually being refined.

Preferred:

• Experience with a consumption sales model.
• Deep curiosity about all aspects of the software development lifecycle (including application security).
• Consistent track record of exceeding quotas in large enterprise deals (ideally President’s Club).
• Ability to understand Enterprise customer needs and build strong, trusted relationships at all levels (including C-suite).
• Consistent track record of aligning multiple resources to meet customer objectives.
• Clearance to work with government entities like MI5/MI6.

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 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.
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!