Head of North America Sales

The Adaptavist Group•Remote, OR

4d•Remote

About The Position

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.

Requirements

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

Responsibilities

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
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
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
Establish deal inspection cadence and pipeline governance to improve win rates and deal velocity
Build a culture of evidence-based selling and forecast accuracy
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
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
Partner closely with Marketing to align campaigns to target accounts and propositions
Partner closely with Presales to strengthen solution alignment and technical credibility
Partner closely with Delivery to ensure seamless transition from sale to execution
Partner closely with 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
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
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