[Hiring] Head of Strategic Sales @The Adaptavist Group

Role Description

We are looking for successful candidates to be based on the East Coast. We are open to candidates in the US and in Canada. The Head of Strategic Sales, North America, will build and lead Adaptavist's regional Strategic Accounts programme, reporting to the Head of North America Sales and leading a team of Strategic Account Directors and Strategic Account Managers.

The role is accountable for creating a repeatable growth strategy across Adaptavist's highest-potential North American customers, maximising wallet share by connecting executive customer priorities to the full Adaptavist portfolio, the two selling motions - DevOps & Developer Experience and Service & Work Management - and the strategic partner ecosystem.

This is a hands-on sales leadership role requiring deep Strategic Account expertise, strong C-suite credibility and disciplined account governance. The successful leader will create high-quality account plans, accelerate complex opportunities, build multi-year, services-led relationships, and develop a team capable of consistently growing accounts with >£1m in annual gross-margin potential.

Qualifications

• Proven leadership experience in Strategic Account sales within North American enterprise technology, consulting, SaaS, DevOps or adjacent ecosystems.
• Strong personal track record of winning and growing large, complex enterprise accounts and multi-year transformation engagements.
• Demonstrable experience building or operating a strategic/global account programme with structured account governance.
• Ability to maximise wallet share through account planning, whitespace identification, cross-sell and executive sponsorship.
• Deep understanding of services-led selling alongside software, licence or partner-led motions.
• Demonstrated use of MEDDPICC or an equivalent structured sales methodology for coaching, qualification and deal inspection.
• Strong C-suite credibility and the ability to lead complex customer, commercial and negotiation conversations.
• Experience developing joint account plans and co-sell motions with strategic technology partners.
• Proven ability to recruit, coach, develop and performance-manage senior account directors and managers.
• Strong commercial acumen across revenue, gross margin, pipeline, pricing, forecasting and account profitability.

Requirements

• Build a growth strategy for each priority account that expands Adaptavist from point solutions and licence transactions into broader, services-led transformation relationships.
• Increase wallet share through multi-year consulting, managed services, optimisation and strategic partner solutions linked to measurable customer outcomes.
• Drive both DevOps & Developer Experience and Service & Work Management selling motions across the portfolio, identifying cross-sell opportunities and connecting customer priorities to repeatable propositions.
• Improve average order value, account penetration, renewal quality and the proportion of revenue/gross margin coming from strategic services.
• Build and maintain C-level relationships across priority Strategic Accounts, acting as an executive sponsor and trusted advisor where appropriate.
• Coach the team to develop multi-threaded relationships across CIO, CTO, Engineering, Operations, Finance, Procurement and business stakeholders.
• Lead from the front on the most complex and material opportunities, helping shape value cases, executive engagement, commercial strategy and negotiation.
• Embed MEDDPICC as the common qualification and coaching framework across Strategic Accounts.
• Maintain sufficient qualified pipeline coverage to support strategic account growth objectives and to identify pipeline gaps early.
• Run a rigorous deal-inspection and forecast cadence focused on business metrics, economic-buyer access, decision criteria, decision process, paper process, identified pain, champions and competitive position.
• Develop strong relationships with regional partner leadership and partner account teams across Atlassian, GitLab, Harness, AWS, Datadog and other priority vendors.
• Create joint account plans and co-sell strategies that expand executive access, pipeline and services opportunities in target accounts.
• Coordinate North American account activity with global strategic-account programmes, ensuring a consistent customer strategy across regions.
• Build integrated account teams across Sales, Presales, Delivery, Marketing, Finance, RevOps and Partnerships for priority customers.
• Ensure early alignment on customer outcomes, solution scope, delivery capacity, commercial assumptions and gross-margin expectations.
• Lead, coach and develop a high-performing team of Strategic Account Directors and Strategic Account Managers.
• Establish a repeatable cadence for portfolio reviews, account plan inspection, pipeline generation, opportunity coaching, and forecast governance.

Benefits

• Not ticking every box? That’s totally okay! Studies show that women and people of colour might hesitate to apply unless they meet every single requirement.
• At Adaptavist, part of TAG, we’re dedicated to creating a diverse and welcoming team.
• If you’re passionate about this role and keen to learn and grow with us, we encourage you to apply, even if you don’t have everything that's listed just yet.