Head of Strategic Sales

This is a fully remote position, open to applicants in North America, +2 more locations.

📋 Description

• Lead and develop Adaptavist's regional Strategic Accounts program throughout North America.

• Report directly to the Head of North America Sales while overseeing Strategic Account Directors and Managers.

• Establish the operating model, coverage standards, and governance for the Strategic Accounts initiative.

• Identify and prioritize high-potential accounts, setting account-planning standards accordingly.

• Formulate growth strategies to transition customers from point solutions and license transactions to comprehensive services-led transformation relationships.

• Enhance wallet share through consulting, managed services, optimization, and strategic partner solutions.

• Propel DevOps & Developer Experience and Service & Work Management selling motions, as well as cross-sell opportunities.

• Build and nurture relationships at the C-level, serving as an executive sponsor and trusted advisor.

• Lead complex opportunities, shaping value propositions, engaging executives, and developing commercial strategies while negotiating effectively.

• Implement MEDDPICC qualification, coaching, deal inspections, and forecast discipline.

• Cultivate regional partner relationships, joint account plans, and co-selling strategies with technology partners.

• Synchronize North American activities with global strategic account programs.

• Assemble integrated account teams spanning Sales, Presales, Delivery, Marketing, Finance, RevOps, and Partnerships.

• Mentor, coach, develop, recruit, and retain Strategic Account Directors and Managers.

• Set up portfolio reviews, account-plan assessments, pipeline generation, opportunity coaching, and forecast governance.

• Provide the Head of North America Sales with insights into performance, risks, investment needs, and anticipated growth.

• Disseminate best practices and enhance enterprise account-planning capabilities across the North American sales organization.

⛳️ Requirements

• Established leadership experience in Strategic Account sales within North American enterprise technology, consulting, SaaS, DevOps, or related ecosystems.

• Strong personal history of winning and expanding large, complex enterprise accounts and multi-year transformation projects.

• Proven experience in building or managing a strategic/global account program with a structured governance framework.

• Capability to maximize wallet share through account planning, whitespace identification, cross-selling, and executive sponsorship.

• Comprehensive understanding of services-led selling alongside software, licensing, or partner-led initiatives.

• Demonstrated application of MEDDPICC or an equivalent structured sales methodology for coaching, qualification, and deal inspection.

• Strong credibility with C-suite executives and the ability to navigate complex customer, commercial, and negotiation discussions.

• Experience in developing joint account plans and co-sell strategies with strategic technology partners.

• Proven capability to recruit, coach, develop, and performance-manage senior account directors and managers.

• Strong commercial acumen in areas such as revenue, gross margin, pipeline, pricing, forecasting, and account profitability.

• Experience in DevOps, Developer Experience, Platform Engineering, Cloud, Service Management, or Work Management transformation, particularly with strategic technology ecosystems like Atlassian, GitLab, Harness, AWS, or Datadog is a plus.

🏝️ Benefits

• Flexible remote work arrangement.

• Opportunity to engage with global technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com, and Aha!

• A diverse and inclusive team environment.

• Equal opportunities for all, regardless of protected characteristics.