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The Strategic Account Manager for DACH drives profitable growth for Adaptavist’s flagship enterprise customers by executing growth plans, building multi-threaded stakeholder relationships, generating and advancing pipeline, and expanding the company footprint across the enterprise in close partnership with a Strategic Account Director. The role coordinates across Presales, Delivery, Customer Success and strategic partners to move opportunities forward and deliver meaningful customer outcomes. Strategic account development includes supporting the Strategic Account Director in multi-year plans, maintaining a current understanding of customer structures and priorities, identifying cross-unit expansion opportunities, tracking account health and competitive dynamics, and building a pipeline with value-based selling and MEDDPICC qualification. Stakeholder and relationship management involves building diverse relationships across technology and business stakeholders, developing champions and executive access, and understanding stakeholder motivations and decision-making processes. Partner collaboration and forecasting require joint account planning with partners such as Atlassian, GitLab, Harness, AWS, IBM and Datadog; identifying partner-sourced opportunities, supporting deal execution with proper commercial structure and margins; and maintaining CRM hygiene, forecast accuracy, and participation in reviews.

The Sales Specialist – DevOps & Developer Experience role in the DACH region helps customers modernize how software is planned, built, secured, deployed and operated, acting as a trusted advisor in Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability and AI-enabled software delivery to deliver measurable business outcomes. Specialist Pipeline Generation & Market Development: build and pursue a specialist sales pipeline aligned to DevOps and software delivery transformation, identifying opportunities across Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability and AI-assisted software delivery and software supply chain security, developing customer-specific hypotheses and account plans, and generating opportunities through executive workshops and partnerships. Customer Advisory & Transformation Consulting: engage with CIOs/CTOs and other executives to understand priorities, lead discovery, engineering and maturity assessments, analyze operating models and bottlenecks, and develop business cases and transformation roadmaps that enable improved delivery and decision-making. Opportunity Leadership & Sales Execution: own opportunities end-to-end, apply MEDDPICC for qualification, lead complex engagements, build commercial proposals and value-based business cases, and coordinate internal resources to close deals and achieve outcomes. Partner Ecosystem Development & Thought Leadership: develop relationships with strategic partners (Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat) to drive co-sell and joint go-to-market, position Adaptavist as the preferred partner, and contribute market-facing insights, content, events and thought leadership.

The Strategic Account Director owns a portfolio of 3–5 of Adaptavist’s most strategically important enterprise customers, typically global organisations with potential >£1m in annual gross margin, and is accountable for multi-year growth strategies while orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and partners to drive wallet share and sustainable account growth. They lead strategic account leadership by building executive-level relationships, pursuing whitespace opportunities across business units and geographies, and generating pipeline through executive engagement, account-based selling and partner collaboration, while developing value-based, customer-centric points of view tied to measurable outcomes. They oversee structured discovery to uncover business problems and stakeholders’ motivations, develop compelling business cases and value realization plans anchored in outcomes such as Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, and Cloud Migration, applying MEDDPICC to qualify and progress opportunities. They establish and champion access to Economic Buyers and C-suite sponsors, build multi-threaded relationships across technology and business leadership, identify internal champions, navigate complex organizational structures and influencer networks, and lead partner ecosystem efforts with co-sell structures and margin management. They maintain operating rhythm and commercial excellence through CRM hygiene, forecast accuracy, quarterly account reviews and strategic planning, drive governance and margin discipline in complex negotiations, and contribute to QBRs, deal inspections and sales excellence initiatives.

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 segments, while operationalising Adaptavist's two selling motions—DevOps & Developer Experience and Service & Work Management—through cross‑functional alignment. They will define and execute the DACH go‑to‑market strategy, translate global priorities into an annual territory plan and a 2–3‑year growth outlook, identify whitespace, prioritise investment, and set regional priorities, rhythms, and performance expectations for revenue, gross margin, pipeline, forecast and sales productivity. They will build a disciplined account coverage model for Strategic, Enterprise and Mid‑Market customers, establish structured strategic account planning with executive sponsorship and expansion plans, and coordinate DACH activity within global strategic‑account programmes while embedding MEDDPICC as the common qualification and deal‑governance language. They will lead local executive engagement with priority technology partners (e.g., Atlassian, GitLab, Harness, AWS, Datadog), build joint territory and account plans, and strengthen alignment with partner field organisations to position Adaptavist as a strategic transformation partner, leveraging a multi‑vendor ecosystem to create differentiated propositions. They will drive cross‑functional commercial integration with Marketing, Presales, Delivery, Finance and RevOps; recruit, onboard and develop talent; maintain a consistent operating rhythm (forecasting, pipeline generation, account planning, quarterly business reviews) and represent the DACH sales organisation with executive leadership while contributing to global sales strategy and operating‑model development.

As a Senior Contracts & Legal Manager in Commercial Operations, you’ll support the business with contract review, negotiation and management while collaborating with stakeholders, clients, subcontractors and suppliers. You’ll lead and support engagements primarily across Germany and the wider DACH region, collaborating with colleagues across EMEA and other geographies when needed, and own contracts from initial review through negotiation and signature, while also supporting Germany-specific legal and compliance matters. The Commercial Operations team provides contract management, negotiations, legal and compliance support, process improvement and risk management; you’ll work closely with Sales, Delivery, Finance and other functions, as well as with clients and their procurement and legal teams. Ideally based within reasonable travelling distance of Wiesbaden or Cologne, this is a hybrid role with office attendance required around 1-2 days per week. Key duties include reviewing, drafting and redlining NDAs, MSAs, SOWs and software purchasing agreements; independently negotiating terms; end-to-end contract ownership; supporting supplier/subcontractor arrangements; working on RFPs, tenders, onboarding and compliance questionnaires; supporting data protection, privacy and GDPR and other regulatory requirements; managing contract information and internal systems; contributing to knowledge management, playbooks, templates and processes; coordinating peer reviews of redlines and balancing legal/commercial risk with The Adaptavist Group’s wider strategy, while collaborating with colleagues across Germany, EMEA and the wider global Commercial Operations team.

The Strategic Account Director oversees 3–5 of Adaptavist’s most strategic enterprise customers, typically global with potential to generate over £1m in annual gross margin, and is responsible for multi-year growth strategies, executive relationships, and positioning Adaptavist as a long-term transformation partner while coordinating cross-functional virtual teams. They own and execute growth plans, identify whitespace, and generate pipeline through executive engagement, account-based selling, and partner collaboration, building customer-centric points of view that link Adaptavist capabilities to measurable business outcomes across areas like Developer Experience, Toolchain Modernisation, AI Adoption, Compliance, Change Assurance, and Cloud Migration. They apply MEDDPICC to qualify opportunities, lead structured discovery, build compelling business cases and value realization plans, and articulate value anchored in customer outcomes. They manage stakeholder relationships up to Economic Buyers and C-suite, build multi-threaded relationships, mobilize internal champions, navigate complex organizational structures, and develop partner ecosystem strategies with co-sell deals and margin discipline. They maintain operating rhythm and commercial excellence through CRM hygiene, accurate forecasting, quarterly reviews, and governance, contributing to QBRs, deal inspections, and sales excellence initiatives.

The Sales Specialist – DevOps & Developer Experience helps customers in the DACH region modernize how software is planned, built, secured, deployed, and operated, focusing on Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, and AI-enabled software delivery. They build and manage a specialist pipeline, identify opportunities across DevOps domains, develop customer-specific hypotheses and transformation roadmaps, and drive sustainable pipeline growth through executive workshops, partner collaboration, and thought leadership. They engage CIOs, CTOs, and other senior stakeholders, conduct discovery and maturity assessments, analyze operating models and bottlenecks, and develop business cases and outcome-based recommendations to modernize practices and accelerate software delivery. They own opportunities end-to-end using MEDDPICC, lead complex multi-stakeholder engagements, craft compelling value propositions and proposals, coordinate internal resources, and negotiate to achieve successful customer outcomes. They develop partner ecosystems with Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat, and others, execute co-sell motions, and build market presence through thought leadership, events, webinars, and market insights.

The role is an Atlassian Technical Consultant who works in a team to help customers maximize value from Atlassian products (Jira, Confluence, Bitbucket) and related tools like Slack. Responsibilities include helping customers integrate systems, automate processes, and achieve efficiencies, spanning expert guidance, solution design, and hands-on setup, migrations, upgrades, and performance tuning. The role also involves pre-sales activities such as offering solutions, providing estimates, and producing proposals, while maintaining current knowledge of the Atlassian suite and related technologies. Day-to-day work includes Atlassian solution consultancy—gathering and analyzing requirements, researching and presenting solutions, making recommendations, and communicating with stakeholders, with travel to client sites as needed. Implementation and delivery tasks cover installations, upgrades, migrations, custom solution design (workflows, plugins/scripts, configurations), scripting in Groovy and Python, database administration and querying, web integration via REST APIs, and system administration on Linux and Windows focusing on application servers.