Head of Strategic Sales

Company Description

Working at The Adaptavist Group

The Adaptavist Group is a global family of companies with a common goal. We combine the best of teamwork, technology, and processes, helping all kinds of businesses be better today and tomorrow.

We are experts at delivering enterprise software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com and Aha!

We make change happen. From anywhere.

Job Description

About the role

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.

What you'll be doing

Strategic accounts programme build

• Define the operating model, coverage standards and governance for the North America Strategic Accounts programme in alignment with the Head of North America Sales and global sales strategy.

• Identify and prioritise accounts with the strongest potential to deliver sustained strategic value and >£1m annual gross-margin contribution.

• Establish consistent account-planning standards covering customer strategy, executive relationships, whitespace, partner alignment, competitive position, pipeline and multi-year growth objectives.

• Create a clear portfolio view of account health, potential, risk and required investment, ensuring the strongest talent is aligned to the highest-value opportunities.