The posting
Company Description
Working at The Adaptavist Group
The Adaptavist Group is a global family of companies with a common goal. We combine the best of teamwork, technology, and processes, helping all kinds of businesses be better today and tomorrow.
We are experts at delivering enterprise software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com and Aha!
We make change happen. From anywhere.
What we offer you
We offer a very generous holiday (PTO) allowance, trusting you to take vacation time that suits your personal life, alongside flexible working hours that empower you to work when it best fits you and your team. We provide MacBooks to all employees and additional support for fully remote workers to set up their home offices.
Our exceptional Time Away Policy includes 26 weeks of fully paid leave for birthing parents, 13 weeks for non-birthing parents, and extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS.
Our trusting, flexible, remote-first way of working means that work can fit around your life, rather than your life fitting around work.
Read our full list of benefits
Job Description
About the role
The Strategic Account Manager for DACH drives profitable growth across a portfolio of Adaptavist's most strategically important enterprise customers, working in close partnership with a Strategic Account Director.
The role is accountable for executing account growth plans, building multi-threaded stakeholder relationships, generating and progressing pipeline, and helping to expand Adaptavist's footprint across the enterprise. The Strategic Account Manager coordinates across Presales, Delivery, Customer Success and strategic partners to move opportunities forward and deliver meaningful customer outcomes.
This role would suit commercially ambitious professionals who want to build the skills, relationships and commercial track record required to grow into a Strategic Account Director.
What you'll be doing
Strategic account development
- Support the Strategic Account Director in developing and executing multi-year strategic account plans
- Maintain a detailed, current understanding of customer organisational structures, priorities and transformation programmes
- Identify opportunities to expand Adaptavist's footprint across business units and technology domains
- Track account health, stakeholder changes and competitive dynamics on an ongoing basis
Pipeline generation & value-based selling
- Build and maintain a pipeline within assigned strategic accounts through structured, account-based engagement
- Develop customer-specific points of view that connect Adaptavist's capabilities to identifiable business outcomes
- Lead discovery across stakeholder layers to uncover business problems, drivers and decision criteria
- Build commercial proposals and business cases anchored in measurable customer outcomes
- Apply MEDDPICC consistently across all qualified opportunities to maintain qualification discipline
Stakeholder & relationship management
- Build multi-threaded relationships across customer organisations, spanning both technology and business stakeholders
- Identify and develop champions, maintaining active relationships with influencers and decision makers
- Support the Strategic Account Director in establishing and maintaining Economic Buyer and executive access
- Develop a clear understanding of stakeholder motivations, organisational dynamics and decision-making processes
Partner collaboration
- Participate in joint account planning with strategic partners, including Atlassian, GitLab, Harness, AWS, IBM and Datadog
- Identify and develop partner-sourced opportunities within assigned accounts
- Build credibility and working relationships within the partner ecosystem
- Support partner-involved deal execution with attention to commercial structure and margin
Forecasting & commercial discipline
- Maintain consistently high CRM hygiene and accurate, timely opportunity data
- Ensure forecast accuracy through rigorous qualification and active pipeline management
- Participate in account reviews, pipeline reviews and QBRs with clear articulation of risks, opportunities and dependencies
- Manage opportunities efficiently from qualification through to closure, coordinating internal resources effectively
Qualifications
What we're looking for
- Demonstrable experience in enterprise technology sales, consulting services or software sales, with evidence of consistently achieving commercial targets
- Proven ability to generate and progress pipeline independently, not only respond to inbound demand or support more senior sellers
- Experience managing sales opportunities involving multiple stakeholders, with an understanding of how to navigate complex buying processes
- Ability to develop customer-centric points of view that connect solutions to business outcomes, rather than leading with product or feature descriptions
- Strong discovery skills: able to ask effective questions, listen actively and uncover motivations across different stakeholder types
- Experience building and maintaining relationships across multiple levels within a customer organisation simultaneously
- Clear commercial acumen: understands margin, deal structure and the difference between activity and value-generating pipeline
- Strong written and verbal communication skills, with the ability to construct coherent commercial narratives for different audiences
A few nice to haves
- Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
- Exposure to Developer Experience, DevOps, Service Management, AI adoption or Cloud transformation programmes — either as a seller or from a delivery/consulting background
- Working knowledge of a structured sales qualification methodology such as MEDDPICC or comparable, with evidence of consistent application
- Experience contributing to or executing joint account plans with technology partners
- Early evidence of economic buyer or C-suite access within enterprise accounts
- Experience in a services-led or professional services selling environment
Additional Information
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 ScriptRunner, 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.
Drop us your application, we’d love to hear from you!
What to expect
We have published some support on Interviewing with us to try to alleviate any pre-interview anxieties, here you’ll find information to help you prepare and ace an interview at TAG.
You can read them here
Life at The Adaptavist Group
From our family-friendly policies to our flexible work environment we offer a range of benefits and policies in order to support staff from all different backgrounds. If you have any questions, please do ask us.
Check out our WORK180 page
Check out our Flexa page
We look forward to your application!
