Director, Enterprise Sales - LATAM

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, United States

Overview

At GitHub, we empower organizations to excel in software development collaboratively. We’re seeking a Director of Regional Sales to lead the growth of our LATAM Enterprise Organization, focusing on new business and strengthening relationships. As part of the AMERICAS Enterprise leadership team, you’ll drive strategy execution and help shape the future of our sales team.

We need a visionary leader who can build high-performing teams and achieve outstanding sales results. You’ll lead a team of account executives, driving expansion in one of GitHub’s fastest-growing regions.

This is an opportunity to make a significant impact on GitHub’s growth. We’re looking for someone passionate about developing sales teams, exceeding revenue goals, and shaping the future of collaborative software development.

Responsibilities

Account Management:

• Develop strategies to drive sales and create new opportunities for GitHub and partners.

• Lead and inspire the team to focus on top priorities and anticipate industry trends.

• Collaborate with internal and external partners to grow sales and partner impact.

• Provide strategic leadership to account managers, guiding them through deal processes.

Territory Planning:

• Lead the development of customer plans that align with business goals and opportunities.

• Coordinate with a high-performing team to execute plans and grow accounts.

Customer Engagement:

• Build and maintain strong relationships with customer stakeholders.

• Understand customer needs and market trends to deliver innovative solutions.

• Drive co-innovation strategies that align with customer goals.

Sales Excellence:

• Develop long-term strategies to build customer loyalty and trust.

• Provide executive-level guidance and insights to key customer decision-makers.

• Create new business opportunities and increase customer spend with GitHub.

Industry Knowledge:

• Partner with internal experts to understand industry trends and competitor strategies.

• Share knowledge with the team to address customer needs effectively.

Pipeline Execution:

• Forecast and prioritize strategies to meet emerging customer needs.

• Guide pipeline management and forecasting efforts.

Specialty Responsibilities:

• Oversee strategies to prospect, build, and maintain a sales pipeline for select Enterprise accounts.

Qualifications

Required Qualifications:

• Fluent in business Spanish OR business Portuguese.

• 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.

• 2+ years experience selling directly into LATAM market.

• Ability to travel approximately up to 25% to support business and/or customer needs.

Preferred Qualifications:

• Fluent in BOTH business Spanish and business Portuguese.

• 3+ years experience in sales management or leadership roles.

• 2+ years experience working closely with channel partners to help build strategy and scalable Enterprise partner motions.

• 2+ years experience with consumption-based products.

• 2+ years experience analyzing market trends, and making data-driven decisions to drive sales growth; Experience transitioning from a license based to consumption based business model; Experience creating strong relationships within channel partner communities such as Microsoft to help build strategy and scalable Enterprise co-sell and channel partner motions.

Compensation Range

The base salary range for this job is USD $204,500.00 - USD $542,600.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 base salary/sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

This position will be open for a minimum of 3 days, with applications accepted on an ongoing basis until the position is filled.

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!