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