Head of DACH Sales

About the role

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 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.

What we're looking for

Regional GTM strategy & territory leadership

• Define and execute the DACH 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.

Selling motion build

• Operationalise DevOps & Developer Experience and Service & Work Management as the two principal DACH 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.

Strategic, enterprise & mid-market growth

• 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 DACH 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 DACH activity within global strategic-account programmes, ensuring consistent account governance and effective collaboration with other regions.

MEDDPICC, pipeline generation & sales excellence

• Embed MEDDPICC as the common qualification, coaching and deal-governance language across the DACH 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.

Partner & ecostems leadership

• 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.

Cross-functional commercial integration

• 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.

Leadership, recruitment & talent development

• Build a high-performance culture centred on accountability, coaching, …