Head of UK/I Sales, The Adaptavist Group
Salary not provided
Senior and Expert level
Remote from UK
Digital transformation technology provider
Posted today
Digital transformation technology provider
1001+ employees
B2BEnterpriseInternal toolsProductivityBusiness IntelligenceSaaS
Posted today
Salary not provided
Senior and Expert level
Remote from UK
1001+ employees
B2BEnterpriseInternal toolsProductivityBusiness IntelligenceSaaS
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 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
- 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 in DevOps, Developer Experience, Platform Engineering, Cloud, Service Management or Work Management transformation
- Experience working with Atlassian, GitLab, Harness, AWS, Datadog or comparable technology ecosystems
- A mix of consulting/services and software go-to-market experience in a fast-growth environment
What the job involves
- 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, 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
- 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 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
- 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
- Ensure sellers are clear on which problems to pursue, how to qualify them, which specialists and partners to engage, and how to progress opportunities to measurable customer value
- 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 in line with Adaptavist global segmentation
- Establish structured strategic account planning for the highest-potential UK customers, including executive sponsorship, whitespace analysis, multi-threaded relationships, and expansion plans
- Increase wallet share through larger, multi-year engagements and broader adoption of Adaptavist services and partner solutions
- Coordinate UK activity within global strategic-account programmes, ensuring consistent account governance and effective collaboration with other regions
- 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, with clear inspection of opportunity creation, conversion, win rate, average order value and deal velocity
- Establish a rigorous forecasting and deal-inspection cadence, coaching sellers and leaders on economic-buyer access, champion development, value creation, decision process and paper process
- Create a culture where pipeline generation is a core weekly activity and early-stage demand is proactively created rather than inherited
- Lead local executive engagement with priority technology partners, including Atlassian, GitLab, Harness, AWS, Datadog and other strategic vendors
- Build joint territory and account plans that translate partner priorities into co-sell pipeline and services-led growth
- Strengthen alignment with partner field organisations to ensure Adaptavist is positioned as a strategic transformation partner rather than a transactional reseller
- Use the multi-vendor ecosystem to create differentiated customer propositions and increase partner-sourced and partner-influenced opportunities
- Partner with Marketing to align campaigns, content and events to target accounts, customer problems and the two selling motions
- Partner with Presales to improve discovery, solution quality, technical credibility and early qualification of delivery requirements
- Partner with Delivery to ensure sold solutions are executable, margin assumptions are protected, and customer outcomes create expansion opportunities
- Partner with Finance and RevOps to maintain strong pricing, gross margin, forecast, CRM and performance discipline
- Build a high-performance culture centred on accountability, coaching, collaboration, creativity and continuous improvement
- Recruit and develop high-calibre sales talent, maintaining an active bench and working closely with Talent to improve quality and time to hire
- Drive effective onboarding and time to productivity for new leaders and sellers
- Coach through regular one-to-ones, deal reviews, pipeline-generation sessions and enablement, while addressing underperformance early and consistently
- Develop future sales leaders and create a destination environment for top performers
- Run a consistent regional operating rhythm across forecasting, pipeline generation, account planning, performance management and quarterly business reviews
- Use data to identify team and individual performance trends, coaching needs and investment priorities
- Partner with Finance on regional commercial planning and P&L inputs, balancing growth investment with gross-margin and productivity outcomes
- Represent the UK sales organisation effectively with executive leadership and contribute to global Sales strategy and operating-model development
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
- Aviva pension scheme with company's contribution up to 5% on your basic pay
- Private medical insurance with BUPA inclusive of dental and mental health care benefit
- Employee assistance programme to support personal issues like health, family, money, work and most importantly, you!
- Eyecare vouchers for free eyes test from day one onwards
- Unum income protection scheme covering up to 60% of your monthly salary (plus pension contributions) after 26-weeks of disability
- Unum life assurance, paying a death in service benefit of a multiple of your base annual salary
- Adaptavist rewards - save and receive cashback whilst you spend with our rewards system
- Unlimited holiday! That's right, there's no cap on the number of days that you can request off in our holiday year
- Green Commute Initiative, cycle to work scheme allows you to get a brand new bike and safety equipment for your commute to work, all of which is tax free
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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