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The Strategic Account Director will own 3–5 of Adaptavist’s most strategically important global enterprise customers, responsible for multi-year growth strategies, executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating cross-functional virtual teams to expand wallet share and sustainable account growth. They will lead and coordinate virtual teams across Sales, Presales, Delivery, Customer Success and partners to identify whitespace opportunities, generate pipeline, and perform value-based selling aligned to measurable business outcomes. They will develop customer-centric points of view, conduct structured discovery to uncover problems and drivers, build compelling business cases and value realization plans anchored in outcomes (e.g., Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, Cloud Migration), and apply MEDDPICC to qualify and progress opportunities. They will manage stakeholder relationships by enabling direct access to Economic Buyers and C-suite sponsors, building multi-threaded relationships across technology and business leadership, mobilizing internal champions, and navigating complex organizational structures and influencer networks. They will lead partner ecosystem initiatives with joint account strategies and co-sell, ensure operating rhythm and commercial excellence through CRM hygiene, forecast accuracy, quarterly reviews, governance, margin discipline, and involvement in QBRs, deal inspections and sales excellence initiatives.

The Sales Specialist – DevOps & Developer Experience is a specialist advisor focused on Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, and AI-enabled software delivery to help customers modernize how software is planned, built, secured, deployed and operated. Responsibilities include building a specialist pipeline, engaging executive stakeholders, leading discovery and maturity assessments, and delivering transformation roadmaps and business cases to improve developer productivity and operational resilience. You will own opportunities end-to-end using MEDDPICC, lead complex multi-stakeholder engagements, craft value-based proposals, and coordinate internal resources and negotiations to achieve successful closures. You will develop strategic partner ecosystems with Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat and others to drive co-sell opportunities and joint go-to-market initiatives. You will maintain thought leadership and market presence, staying current with DevOps, Platform Engineering, Observability, AI-enabled software delivery and software supply chain security, and share insights through customer events, webinars and industry engagement.