About the role
The Head of UK Sales will lead the UK sales territory, accountable for delivering accelerated, profitable growth and building a high-performing regional commercial organisation across the Strategic, Enterprise, and Mid-Market customer segments.
The role will operationalise Adaptavist's two selling motions, DevOps & Developer Experience and Service & Work Management, aligning sellers, Presales, Marketing, Partnerships, Delivery, and Finance around priority accounts, repeatable propositions, and measurable customer outcomes.
As a senior regional leader, this individual will build and execute the territory plan, strengthen strategic account capability, lead local engagement with priority technology partners, and embed disciplined execution through MEDDPICC, pipeline inspection, forecasting, coaching, and performance management. Experience of global and strategic account programmes is central to the role.
What we're looking for
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, prioritise 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
Operationalise 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 programmes, 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 organisation.
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 & ecostems 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 organisations 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 centred 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 organisation effectively with executive leadership and contribute to global Sales strategy and operating-model development.