Head of UK/I Sales

About the Position

Head of UK/I Sales

We are seeking a Head of UK/I Sales to lead our sales team in the UK, driving growth and building a high-performing regional commercial organization.

Responsibilities

• Regional GTM Strategy & Territory Leadership

  • Define and execute the UK 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, prioritize 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

  • Operationalize DevOps & Developer Experience and Service & Work Management as the two principal UK 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 UK 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 UK activity within global strategic-account programs, 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 UK sales organization.
  • 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 & Ecosystems 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 organizations 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 centered on accountability, coaching, collaboration, creativity, and continuous improvement.
  • Recruit and develop high-calibre sales talent, maintaining an active bench and working closely with Talent to improve quality and time to hire.
  • Drive effective onboarding and time to productivity for new leaders and sellers.
  • Coach through regular one-to-ones, deal reviews, pipeline-generation sessions, and enablement, while addressing underperformance early and consistently.
  • Develop future sales leaders and create a destination environment for top performers.

• Business Management & Operating Rhythm

  • Run a consistent regional operating rhythm across forecasting, pipeline generation, account planning, performance management, and quarterly business reviews.
  • Use data to identify team and individual performance trends, coaching needs, and investment priorities.
  • Partner with Finance on regional commercial planning and P&L inputs, balancing growth investment with gross-margin and productivity outcomes.
  • Represent the UK sales organization effectively with executive leadership and contribute to global Sales strategy and operating-model development.

Requirements

• Proven senior sales leadership experience in the UK enterprise technology, consulting, SaaS, DevOps, or adjacent ecosystem.
• Track record of building and executing territory plans that deliver sustained, profitable growth.
• Experience leading sales across Strategic, Enterprise, and Mid-Market customer segments.
• Strong track record in Strategic Account selling and participation in global/strategic account programs.
• Deep understanding of services-led selling alongside software, license, or partner-led motions.
• Demonstrated use of MEDDPICC or an equivalent structured sales methodology for forecasting, coaching, and deal inspection.
• Ability to build trusted C-level relationships and lead complex, multi-stakeholder, multi-year opportunities.
• Experience building executive alignment and co-sell activity with strategic technology partners.
• Strong commercial acumen across revenue, gross margin, pipeline, pricing, and sales productivity.
• Proven ability to recruit, coach, develop, and performance-manage high-performing sales teams in a matrixed organization.

Nice to Have

• Experience in DevOps, Developer Experience, Platform Engineering, Cloud, Service Management, or Work Management transformation.
• Experience working with Atlassian, GitLab, Harness, AWS, Datadog, or comparable technology ecosystems.
• A mix of consulting/services and software go-to-market experience in a fast-growth environment.

We Offer

• Competitive salary
• Full-time position
• Opportunity to work in the UK

About the Company

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.

Equal Opportunities

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.

Recruitment Fraud Notice

We are aware of recruitment scams where individuals or organizations may falsely claim to represent us. We take this seriously and are committed to protecting candidates throughout our hiring process.

We will never ask for any form of payment, fees, or financial commitment at any stage of recruitment, including applications, interviews, onboarding, or equipment provision.

Most of our recruitment communications are sent from our system, SmartRecruiters, and may come from addresses such as @smartrecruiters.com. All our emails are signed off by The Talent Team @ The Adaptavist Group.

If you are ever unsure about the authenticity of a message or job offer, please verify it via our official careers channels before responding.

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.

You can read them here

Apply Now

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!