Head of North America Sales

Adaptavist; United States; On-site; USD 200,000 - 300,000; Full time

Job summary

Adaptavist Group is seeking a Head of North America Sales to lead the US and Canada GTM, accountable for scaling to $250m in revenue within three years, including $50m in consulting services. Begin with expansion across the North East Seaboard, building a high-performing sales organisation focused on Strategic Accounts and Enterprise Accounts.

This transformational leadership role defines regional strategy, builds a predictable pipeline using MEDDPICC, and aligns sales, presales, marketing and

Qualifications

• Experience leading a sales organization and driving revenue growth.
• Strong ability to build strategic account and enterprise sales models.
• Proven track record in complex B2B technology sales.

Responsibilities

• Lead NA GTM strategy for USA and Canada with revenue targets.
• Build and scale Strategic and Enterprise accounts with multi-year engagements.
• Align sales, presales, marketing and delivery into a single commercial engine.
• Drive services-led growth and partner-led motions with key vendors.

Skills

Sales leadership

Strategic account management

MEDDPICC

Cross-functional collaboration

Partner ecosystem

Job description

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.

Job Description

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

Drive services-led growth alongside partner licence motions

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

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

Account segmentation & territory leadership

Define and operationalise account segmentation:

Strategic Accounts (>£1m annual gross margin potential)

Enterprise Accounts (>£500k annual gross margin potential)

Align top talent to highest value opportunities

Drive structured account planning across priority accounts, including multi-thread engagement and partner alignment

Establish clear territory ownership across the USA and Canada

Lead performance management, realignment, and recruitment to optimise regional capability

Build a high-performing pipeline generation engine across sales, marketing and partner ecosystem

Drive outbound, partner-led and marketing-generated demand generation programmes

Develop strong regional partner alignment to unlock co-sell opportunities

Ensure early stage pipeline is aligned with strategic propositions and services-led outcomes

Cross-functional integration

Partner closely with:

Marketing to align campaigns to target accounts and propositions

Presales to strengthen solution alignment and technical credibility

Delivery to ensure seamless transition from sale to execution

Finance to align pricing, margin and forecasting discipline

Build a unified “one team” operating model across all functions

Ensure services, licensing and partner motions are fully integrated

Executive & partner relationship leadership

Build and maintain C-level relationships across priority customers

Establish executive alignment with strategic partners (Atlassian, GitLab, Harness, Datadog, AWS, IBM)

Position Adaptavist as a strategic transformation partner rather than a transactional supplier

Lead joint account planning and co-investment strategies with partners

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

Qualifications

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

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 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.

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.

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.