Strategic Account Director (UK/I)

About the role

The Adaptavist Group, a global family of companies delivering enterprise software and services across ecosystems such as Atlassian, AWS, Slack, GitLab, monday.com and Aha!, is recruiting a Strategic Account Director based in London. The role owns a portfolio of 3 to 5 of the company's most strategically important enterprise customers, typically global organisations with the potential to generate more than £1m in annual gross margin.

Key responsibilities

• Own and execute multi-year account growth plans across complex enterprise accounts
• Build executive-level relationships and position Adaptavist as a trusted transformation partner
• Lead and coordinate virtual teams across Sales, Presales, Delivery and Customer Success
• Identify and pursue whitespace opportunities and generate pipeline through executive engagement, account-based selling and partner collaboration
• Run structured discovery, build business cases and value realisation plans covering Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, Cloud Migration and more
• Apply MEDDPICC discipline to qualify and progress opportunities
• Secure direct access to Economic Buyers and C-suite sponsors, and develop internal champions
• Work with strategic partners on joint account strategies and partner-involved deals, managing co-sell structures and margins
• Maintain CRM hygiene and forecast accuracy, lead quarterly account reviews, QBRs and deal inspections, and drive commercial governance

Required profile

• Proven track record managing and growing complex enterprise or global accounts in a services setting, with £1m+ gross margin responsibility
• Strong communication, able to engage credibly at C-suite level
• Experience leading multi-stakeholder transformation opportunities and developing account strategies that generated pipeline or revenue
• Experience with partner-involved deals, including co-sell structures and margin management

Required skills

• High-quality discovery and business case development
• Application of MEDDPICC or a directly comparable methodology
• Commercial negotiation across complex deals
• Desirable: experience within or alongside the Atlassian ecosystem or a comparable enterprise technology partner ecosystem, and established relationships with strategic partners