[Hiring] Head of North America Sales @The Adaptavist Group

Role Description

The Head of North America Sales will lead the regional go-to-market strategy across the United States and Canada, with full accountability for scaling the business to $250m in revenue within three years, including $50m in consulting services. This role will build a high-performing sales organisation centred on Strategic Accounts and Enterprise Accounts, establishing Adaptavist as the partner of choice across our ecosystem.

This is a transformational leadership role, responsible for:

• Defining and executing the regional GTM strategy
• Driving disciplined sales execution
• Embedding a high-performance culture aligned to Adaptavist’s global operating model

Success will be measured by revenue growth, gross margin expansion, pipeline health, and the creation of a sustainable, high-performing sales organisation.

What you'll be doing

• Strategic GTM leadership & execution
  • Define and execute the North America GTM strategy aligned to Adaptavist’s global growth objectives
  • Build and scale a Strategic Account and Enterprise sales model
  • Establish initial market density across the North East Seaboard
  • Align vendor GTM plays to priority accounts and propositions
  • Drive adoption of repeatable sales motions across various domains
• MEDDPICC driven sales excellence
  • Embed MEDDPICC as the standard qualification and deal governance framework
  • Ensure consistent use of metrics aligned to business value and ROI
  • Establish deal inspection cadence and pipeline governance
  • Build a culture of evidence-based selling and forecast accuracy
• Account segmentation & territory leadership
  • Define and operationalise account segmentation
  • Drive structured account planning across priority accounts
  • Establish clear territory ownership across the USA and Canada
• Pipeline generation & market development
  • Build a high-performing pipeline generation engine
  • Establish consistent pipeline coverage ratios
  • Drive outbound, partner-led and marketing-generated demand generation programmes
• Cross-functional integration
  • Partner closely with Marketing, Presales, Delivery, and Finance
  • Build a unified “one team” operating model across all functions
• Executive & partner relationship leadership
  • Build and maintain C-level relationships across priority customers
  • Establish executive alignment with strategic partners
  • Lead joint account planning and co-investment strategies with partners
• Culture, leadership & talent development
  • Foster a high performance culture built on accountability, coaching and continuous improvement
  • Develop sales leaders and account executives through structured coaching
  • Create a destination environment for top sales talent

Qualifications

• Sales management experience with a proven capability in leading, organising, motivating and developing a team
• Strong entrepreneurial skills and ability to spot opportunities for revenue generation
• Previous experience in tech products
• Bold, entrepreneurial, multi-tasker and team player
• Ability to communicate, present and influence all levels of the organization
• Proven ability to drive the sales process from plan to close
• Excellent listening, negotiation and presentation skills
• Problem-solving attitude
• Excellent organisational, prioritisation and interpersonal skills
• Drive and aptitude to manage a broad range of responsibilities

Additional Information

Not ticking every box? That’s totally okay! We encourage all qualified applicants, regardless of background, to apply.

We are committed to promoting a diverse and inclusive community.

We will never ask for any form of payment, fees, or financial commitment at any stage of recruitment.