Head of DACH 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

The Head of DACH Sales will lead the DACH 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, and embed disciplined execution through MEDDPICC, pipeline inspection, forecasting, coaching, and performance management. Experience of global and strategic account programmes is central to the role.

What we're looking for

Regional GTM strategy & territory leadership

• Define and execute the DACH 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 and align the right talent, capacity and sales motion to the highest-value opportunities.

• Use market, account, partner and performance data to identify whitespace, prioritise investment and create market density in the most attractive customer segments.

• Set clear regional priorities, operating rhythms and performance expectations, with accountability for revenue, gross margin, pipeline, forecast and sales productivity.

Selling motion build

• Operationalise DevOps & Developer Experience and Service & Work Management as the two principal DACH selling motions.

• Drive repeatable sales plays that connect customer pain, Adaptavist propositions, partner capabilities and services-led outcomes.