Dir, Enterprise Sales II

GitHub, Inc.

9d•Remote

About The Position

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 Sales to own the Manufacturing Vertical for Enterprise customers, be a leader of the Regulated Industries Sales Organization, and own a book of business inclusive of Manufacturing and Healthcare customers. This leader will have the opportunity to lead a highly successful Enterprise sales organization focused in one of the most strategic verticals, Manufacturing and Mobility (MANU). They will lead their sellers to empower new and current Manufacturing and Healthcare customers to reach optimal business outcomes and achieve critical financial milestones for GitHub. They will forge strong relationships with critical leadership, both within and outside of GitHub. They will be responsible for providing critical perspective to our product/engineering teams regarding verticalized solutions and promoting the needs of the MANU region. We are looking for a leader with deep expertise in how traditional enterprises build and deliver software. Candidates for this role should have a proven record of success running strategic, competitive sales cycles with Manufacturing and Mobility customers. Candidates should be able to inspire teams to drive for results and think creatively about solving problems. Our world is in constant flux. Being an adaptable and agile thought leader in an everchanging landscape is a must. Leading both direct and indirect reports is key to success in this role. Candidates should also have impeccable character, high standards, with high cultural sensitivity.

Requirements

9+ years 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 experience in technology-related sales, technical selling, or a related field OR Master's Degree in Business Administration AND 5+ years experience in technology-related sales, technical selling, or a related field OR equivalent experience
5+ years selling SaaS and/or consumption based enterprise platforms
Ability to travel up to 30% to serve business or client needs
Experience selling into the Enterprise Manufacturing / Healthcare space for a hyper-growth technology company or equivalent experience

Nice To Haves

5+ years experience Selling into the Enterprise Manufacturing / Healthcare space, for a hyper-growth technology company
3+ years experience managing high-performing sellers with diverse levels of experience in deal-closing roles.
Proven track record of consistently exceeding team revenue targets and forecasts, 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

Responsibilities

Develop specific/actionable team initiatives to drive objectives of the Manufacturing/Healthcare/Regulated Industries leadership team/Global Revenue Organization
Build and maintain strong relationships with customers, Hubber, and Microsoft executives
Quantitatively and qualitatively perform territory management exercises to drive operational and seller efficiencies
Apply and manage a highly disciplined approach to managing the sales process (e.g. call planning, meeting notes, etc.) to ensure that opportunities are maximized
Drive forecasting rigor through strong customer/deal discovery to meet and exceed quarterly revenue targets consistently
Coach, mentor and train team members (individual sellers) to improve sales rep productivity through deep understanding of GitHub’s solutions and value drivers to our customers
Collaborate with the wider Hubber community to drive demand within their region and resources for their sellers to consistently execute (think sales processes improvements, marketing campaigns, etc.)
Strong desire to accomplish goals as a team vs individually; understands strategic delegation and empowering team members
Develop and coach a high-performing team (individual sellers) by hiring diverse talent and prioritizing development and talent management
Consistent focus on personal network development
Strong technical curiosity, particularly in AI and the Agentic market
Adapt quickly and make effective decisions in a fast-paced, constantly evolving environment