Strategic Account Director, The Adaptavist Group
DACH
More information about location
Digital transformation technology provider
Posted today
Digital transformation technology provider
1001+ employees
Posted today
More information about location
1001+ employees
Company mission
To deliver innovative software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems.
Role
Who you are
- Proven track record managing and growing complex enterprise or global accounts in a services setting, with high six- to seven-figure AOVs and £1m+ gross margin responsibility, delivering sustained account growth
- Strong experience building relationships, with strong communication capability evidenced by engaging credibly at the C-suite level
- Experience leading multi-stakeholder transformation opportunities, with the ability to identify, develop and mobilise internal champions
- Experience developing and executing account strategies and growth plans that have generated identifiable pipeline or revenue
- High-quality discovery skills with the ability to uncover business problems, organisational drivers and personal motivations across multiple stakeholder layers
- Experience developing compelling business cases anchored in measurable customer outcomes
- Proven application of MEDDPICC (or directly comparable methodology) at a standard sufficient to qualify and inspect opportunities consistently
- Strong commercial negotiation skills across complex, multi-variable deals where price, scope, terms and relationship are all active dimensions
- Commercial experience executing partner-involved deals, including familiarity with co-sell structures and margin management in partner-led engagements
- 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
Desirable
- Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
- Established executive relationships with key strategic partners that could be activated in support of Adaptavist’s account portfolio
What the job involves
- The Strategic Account Director owns a portfolio of 3 – 5 of Adaptavist’s most strategically important enterprise customers
- These are typically global organisations with the potential to generate in excess of £1m in annual gross margin
- The Strategic Account Director is accountable for building multi-year growth strategies, deepening executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and strategic partners to drive wallet share expansion and sustainable account growth
- Own and execute multi-year account growth plans across a portfolio of complex enterprise accounts
- Build executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partner
- Lead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer Success
- Identify and pursue whitespace opportunities across business units and geographies
- Develop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomes
- Lead structured discovery to uncover business problems, organisational drivers and stakeholder motivations
- Build compelling business cases and value realisation plans anchored in customer outcomes, articulating value across:
- Developer Experience
- Toolchain Modernisation
- AI Adoption
- Compliance and Change Assurance
- Cloud Migration
- Apply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standard
- Generate pipeline through executive engagement, account-based selling and partner collaboration
- Establish and champion direct access to Economic Buyers and C-suite sponsors
- Build multi-threaded relationships spanning technology and business leadership simultaneously
- Identify, develop and mobilise internal champions capable of influencing customer decisions
- Navigate complex organisational structures, including informal influencer networks
- Develop joint account strategies with strategic partners that generate an identifiable pipeline
- Build working relationships across partner sales and technical teams
- Execute partner-involved deals with discipline around co-sell structures and margin management
- Position Adaptavist as the preferred services and transformation partner within shared accounts
- Maintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadership
- Lead quarterly account reviews and strategic planning sessions
- Drive commercial governance, deal quality and margin discipline through complex negotiations
- Contribute to QBRs, deal inspections and sales excellence initiatives
Our take
The Adaptavist Group is a leading player in the Atlassian ecosystem, which provides software for software developers. Adaptavist helps companies develop modern, adaptive approaches to development, deployment, and application lifecycle management to augment the Atlassian experience.
Back in the mid-noughties, The Adaptavist Group firmly established itself as a key player in helping companies utilise Atlassian's industry-leading tools. Adaptavist has subsequently developed similar optimisation products and tools for Amazon Web Services, GitHub and Monday, as well as consultancy services for companies wanting to maximise their use of these platforms. Adaptavist’s reach is global, and it was named Atlassian's Partner of the Year 2024. It services over 75% of the Fortune 500.
The Adaptavist Group is leveraging the global boom in software development. Its strategic expansion into the growing DevSecOps market, for example, through partnering with Sonatype, sees it unlock involvement in an industry that reached a $6.5 billion valuation by 2025. With this expansionist approach, The Adaptavist Group has aligned many leading brands under its umbrella and has been consistent in its launch of tools. Its reputation as a leading industry player propels a dynamic and hugely lucrative upward trajectory.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Employee endorsements
Autonomy
"Autonomy is one of the core Adaptavist values. We are all treated as responsible adults from day one and continuously demonstrate that placing trust..."
Company benefits
- Flexible working, suit your personal needs while maintaining your job responsibilities
- Enhanced parental leave - 26 weeks at full pay for birthing partners, and 13 weeks at full pay for non-birthing partners
- Employee donation scheme with AdaptaKind, making an impactful change in the world through company-matched charitable giving, fundraising and volunteering
- Online streaming service - Whether you're a Disney fanatic, an Audible enthusiast or a Netflix nut, there should be something for all!
- Calm app subscription. Calm is the number 1 app for sleep, meditation and relaxation
- Extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS
Company values
- Trust from day one - At The Adaptavist Group, trust is at the core of everything we do. We believe in our team's ability to work flexibly from anywhere, and we deeply value the trust that forms the foundation of our relationships with clients. Our commitment to privacy and security is unwavering, ensuring that we create a safe and supportive environment for everyone
- Teamwork - We admire individual talent, but we believe it’s even more powerful when combined with teamwork. With a global team of over 1,000 people, we know that every single person at The Adaptavist Group plays a vital role, and that nothing we accomplish happens in isolation
- Pragmatism - We value being practical, confident, and flexible over being rigid or stuck in our ways. Trust is key to how we work—we don't rely on strict rules or processes, but focus on what matters: achieving great results and getting the job done well
- Humility - We’re proud of what we do, but we stay grounded and let our work speak for itself. We approach everything with quiet confidence and, when we make mistakes, we own them and see them as chances to learn and grow
- Curiosity - We know we don’t have all the answers, and we understand there’s more than one way to get things done. We’re always open to fresh ideas and welcome the changes they might bring. Curiosity and a passion for innovation have fuelled our growth
Company HQ
London, UK
Leadership
Worked as a Senior Security Consultant for Barclaycard, and was Director of WTG. First joined Adaptavist as a Board Advisor, and was made CEO in 2010.
People progressing
Reece joined TAG as an Associate Software Engineer in May 2019. Within 5 months, they advanced to Software Engineer, then to Senior in under two years, and by September 2024, became Staff Engineer.
Sarah joined TAG as a Project Manager in 2017 in the Toronto office. They found their true calling in Sales and made an internal move a couple of years later and have since advanced to become a Strategic Sales Executive.
Rodrigo initially worked with TAG as a Contractor before joining the UK team permanently as a Commercial Operations Analyst. Since then, they moved to the Madrid office as a Business Operations Manager.
Diversity, Equity & Inclusion at The Adaptavist Group
Emma Weston (Head of People Experience)
- We know that, historically, the tech sector has felt out of reach or even unwelcoming to many people. At The Adaptavist Group, we're committed to changing that. It's our people who make our success, and we believe that a diverse community—one where everyone feels respected, included, and valued—makes us stronger, more innovative, and more creative as a whole.
- We have created an environment that accommodates and supports people from all backgrounds, offering flexible ways of working and workplace benefits that are genuinely helpful, as well as keeping an open dialogue and welcoming feedback on these topics.
- Whether you've worked in tech for your whole career or this is a brand new direction for you, your experience and skills are valuable to us. We need fresh perspectives, forward thinkers, and problem solvers. We see the whole person, and we hire people who we believe will make a positive contribution to our community.
- We welcome applications from people of all backgrounds, and particularly those who are often underrepresented in our industry, such as women and people of colour.
- We want to level the playing field for all those that interview with us. That's why we have created guidance on our careers page on what to expect as part of our interview process, typical questions we may ask you, and when and where to use AI as part of your application.
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