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

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

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

Pipeline generation & market development

• Build a high-performing pipeline generation engine across sales, marketing and partner ecosystem
• Establish consistent pipeline coverage ratios to support revenue targets
• 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

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

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.

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