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About the role
The Head of North America Sales will lead the regional go-to-market strategy across the United States and Canada, with full accountability for scaling the business to $250m in revenue within three years, including $50m in consulting services. Beginning with a focused expansion across the North East Seaboard, this role will build a high-performing sales organisation centred on Strategic Accounts (>£1m annual gross margin potential) and Enterprise Accounts (>£500k annual gross margin potential), establishing Adaptavist as the partner of choice across our ecosystem.
This is a transformational leadership role, responsible for building the structure, capability, and culture required to deliver repeatable, scalable growth.
The Head of North America Sales is accountable for defining and executing the regional GTM strategy, driving disciplined sales execution, and embedding a high-performance culture aligned to Adaptavist’s global operating model.
This role will:
Lead a combined Strategic Account and Enterprise selling motion
Build a predictable, high-quality pipeline aligned to MEDDPICC principles
Align sales, presales, marketing and delivery into a single, integrated commercial engine
Establish executive credibility with customers and technology partners
Success will be measured by revenue growth, gross margin expansion, pipeline health, and the creation of a sustainable, high-performing sales organisation.
What you'll be doing
Duties include, but are not limited to:
Strategic GTM leadership & execution
Define and execute the North America GTM strategy aligned to Adaptavist’s global growth objectives
Build and scale a Strategic Account and Enterprise sales model, focused on high-value, multi-year engagements
Establish initial market density across the North East Seaboard, expanding into a national coverage model
Align vendor GTM plays (Atlassian, GitLab, Harness, Datadog, AWS, IBM) to priority accounts and propositions
Drive adoption of repeatable sales motions across DevSecOps, Cloud, Service Management and Work Management
MEDDPICC driven sales excellence
Embed MEDDPICC as the standard qualification and deal governance framework across all opportunities
Ensure consistent use of:
Metrics aligned to business value and ROI
Economic buyer access and engagement
Decision criteria and decision process mapping
Paper process clarity and risk mitigation
Identified pain linked to strategic transformation priorities
Champion development within key accounts
Competitive positioning and differentiation
Establish deal inspection cadence and pipeline governance to improve win rates and deal velocity
Build a culture of evidence-based selling and forecast accuracy
Position Adaptavist as a strategic transformation partner rather than a transactional supplier
Lead joint account planning and co-investment strategies with partners
Culture, leadership & talent development
Foster a high performance culture built on accountability, coaching and continuous improvement
Develop sales leaders and account executives through structured coaching and inspection
Create a destination environment for top sales talent internally and externally
Embed a growth mindset and commitment to professional development
Model one team ethos across Sales, Presales, Delivery, Marketing, Finance and Operations
What we're looking for
Sales management experience with a proven capability in effectively leading, organising, motivating and developing a team as a Sales Manager or Sales Director;
Strong entrepreneurial skills and a natural ability to spot opportunities for revenue generation.
Previous experience in tech products;
Bold, entrepreneurial, multi tasker and team player;
Previous experience as a sales executive, sales manager or sales and marketing director
Ability to communicate, present and influence all levels of the organization, including executive and C-level
Proven ability to drive the sales process from plan to close
Proven ability to articulate the distinct aspects of products and services
Proven ability to position products against competitors
Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions
Excellent listening, negotiation and presentation skills
Excellent verbal and written communications skills
Problem-solving attitude
Experience dealing with context switching and fast changing prioritisations
Experience working in a business based in a number of different geographical regions, with a remote distributed team
Excellent organisational, prioritisation and interpersonal skills
An ability to think innovatively and creatively
Drive and aptitude to manage a broad range of responsibilities
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 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 The Adaptavist Group 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
Equal opportunities for everyone
At The Adaptavist Group , we are committed to promoting a diverse and inclusive community and believe this positively impacts both the creation of our innovative products and our delivery of bespoke solutions to our global customers and our own unique culture. We encourage all qualified applicants, regardless of age, disability, race, sexual orientation, religion or belief, sex, gender identity, pregnancy and maternity, marriage, and civil partnership status.
Recruitment fraud notice
We are aware of recruitment scams where individuals or organisations may falsely claim to represent us. We take this seriously and are committed to protecting candidates throughout our hiring process.
We will never ask for any form of payment, fees, or financial commitment at any stage of recruitment, including applications, interviews, onboarding, or equipment provision.
Most of our recruitment communications are sent from our system, SmartRecruiters, and may come from addresses such as @smartrecruiters.com. All our emails are signed off by The Talent Team @ The Adaptavist Group .
If you are ever unsure about the authenticity of a message or job offer, please verify it via our official careers channels before responding.
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.
Adaptavist Global Sales is a business unit within Adaptavist—built to deliver world-class consulting, deep strategic account engagement, and seamless services execution across Work Management, DevSecOps, Service Management, and Cloud-Native Transformation. Developer Experience and Artificial Intelligence underpin these capabilities, enabling enterprise customers to modernise their software delivery lifecycle.
Adaptavist’s ambition is to become the enterprise partner of choice for global organisations, connecting executive advisory through to platform delivery and managed optimisation at scale. Our partner ecosystem—Atlassian, GitLab, Harness, AWS, Datadog, IBM and others—sits at the core of this strategy.