Strategic Account Director (DACH) (f/m/d)

What you'll be doing

The Strategic Account Director owns a portfolio of 3 – 5 of Adaptavist’s most strategically important enterprise customers. These are typically global organisations with the potential to generate in excess of £1m in annual gross margin.

The Strategic Account Director is accountable for building multi-year growth strategies, deepening executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and strategic partners to drive wallet share expansion and sustainable account growth.

What we're looking for

Strategic account leadership

• Own and execute multi-year account growth plans across a portfolio of complex enterprise accounts
• Build executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partner
• Lead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer Success
• Identify and pursue whitespace opportunities across business units and geographies

Pipeline generation and value-based selling

• Develop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomes
• Lead structured discovery to uncover business problems, organisational drivers and stakeholder motivations
• Build compelling business cases and value realisation plans anchored in customer outcomes, articulating value across:
• Developer Experience
• Toolchain Modernisation
• AI Adoption
• Compliance and Change Assurance
• Cloud Migration
• Apply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standard
• Generate pipeline through executive engagement, account-based selling and partner collaboration

Stakeholder & relationship management

• Establish and champion direct access to Economic Buyers and C-suite sponsors
• Build multi-threaded relationships spanning technology and business leadership simultaneously
• Identify, develop and mobilise internal champions capable of influencing customer decisions
• Navigate complex organisational structures, including informal influencer networks

Partner ecosystem leadership

• Develop joint account strategies with strategic partners that generate an identifiable pipeline
• Build working relationships across partner sales and technical teams
• Execute partner-involved deals with discipline around co-sell structures and margin management
• Position Adaptavist as the preferred services and transformation partner within shared accounts

Operating rhythm and commercial excellence

• Maintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadership
• Lead quarterly account reviews and strategic planning sessions
• Drive commercial governance, deal quality and margin discipline through complex negotiations
• Contribute to QBRs, deal inspections and sales excellence initiatives

Essential

• Proven track record managing and growing complex enterprise or global accounts in a services setting, with high six- to seven-figure AOVs and £1m+ gross margin responsibility, delivering sustained account growth.
• Strong experience building relationships, with strong communication capability evidenced by engaging credibly at the C-suite level
• Experience leading multi-stakeholder transformation opportunities, with the ability to identify, develop and mobilise internal champions
• Experience developing and executing account strategies and growth plans that have generated identifiable pipeline or revenue
• High-quality discovery skills with the ability to uncover business problems, organisational drivers and personal motivations across multiple stakeholder layers
• Experience developing compelling business cases anchored in measurable customer outcomes
• Proven application of MEDDPICC (or directly comparable methodology) at a standard sufficient to qualify and inspect opportunities consistently
• Strong commercial negotiation skills across complex, multi-variable deals where price, scope, terms and relationship are all active dimensions
• Commercial experience executing partner-involved deals, including familiarity with co-sell structures and margin management in partner-led engagements

Desirable

• Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
• Established executive relationships with key strategic partners that could be activated in support of Adaptavist’s account portfolio

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 Adaptavist, 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 …