[Hiring] Head of UK Sales @The Adaptavist Group

Role Description

The Head of UK Sales will lead the UK sales territory, accountable for delivering accelerated, profitable growth and building a high-performing regional commercial organisation across the Strategic, Enterprise, and Mid-Market customer segments.

The role will operationalise Adaptavist's two selling motions, DevOps & Developer Experience and Service & Work Management, aligning sellers, Presales, Marketing, Partnerships, Delivery, and Finance around priority accounts, repeatable propositions, and measurable customer outcomes.

As a senior regional leader, this individual will:

• Build and execute the territory plan.
• Strengthen strategic account capability.
• Lead local engagement with priority technology partners.
• Embed disciplined execution through MEDDPICC, pipeline inspection, forecasting, coaching, and performance management.

Qualifications

• Proven senior sales leadership experience in the UK enterprise technology, consulting, SaaS, DevOps or adjacent ecosystem.
• Track record of building and executing territory plans that deliver sustained, profitable growth.
• Experience leading sales across Strategic, Enterprise and Mid-Market customer segments.
• Strong track record in Strategic Account selling and participation in global / strategic account programmes.
• Deep understanding of services-led selling alongside software, licence or partner-led motions.
• Demonstrated use of MEDDPICC or an equivalent structured sales methodology for forecasting, coaching and deal inspection.
• Ability to build trusted C-level relationships and lead complex, multi-stakeholder, multi-year opportunities.
• Experience building executive alignment and co-sell activity with strategic technology partners.
• Strong commercial acumen across revenue, gross margin, pipeline, pricing and sales productivity.
• Proven ability to recruit, coach, develop and performance-manage high-performing sales teams in a matrixed organisation.

Requirements

• Define and execute the UK sales strategy, translating global priorities into a practical annual territory plan and a 2-3-year growth outlook.
• Segment the UK market across Strategic, Enterprise and Mid-Market accounts.
• Use market, account, partner and performance data to identify whitespace.
• Set clear regional priorities, operating rhythms and performance expectations.
• Operationalise DevOps & Developer Experience and Service & Work Management as the two principal UK selling motions.
• Drive repeatable sales plays that connect customer pain, Adaptavist propositions, partner capabilities and services-led outcomes.
• Create effective cross-sell between the two motions and integrate consulting services, managed services and partner licensing into coherent account strategies.
• Build a disciplined account coverage model across Strategic, Enterprise and Mid-Market customers.
• Establish structured strategic account planning for the highest-potential UK customers.
• Increase wallet share through larger, multi-year engagements.
• Embed MEDDPICC as the common qualification, coaching and deal-governance language across the UK sales organisation.
• Build and maintain sufficient qualified pipeline coverage to support regional targets.
• Lead local executive engagement with priority technology partners.
• Partner with Marketing to align campaigns, content and events to target accounts.
• Run a consistent regional operating rhythm across forecasting, pipeline generation, account planning, performance management and quarterly business reviews.

Benefits

• Not ticking every box? That’s totally okay! We encourage all qualified applicants to apply.
• We are committed to promoting a diverse and inclusive community.