Sales and GTM Leader

Adapts•Bellevue, WA

5d•Hybrid

About The Position

Adapts is revolutionizing software maintenance by powering an Enterprise Code Knowledge Base to support engineering teams. By converting legacy code into thorough developer documentation, including specs and diagrams, Adapts drastically reduces onboarding time and preserves valuable knowledge. Our platform enables software engineering teams to spend less time on maintenance tasks, accelerating innovation and simplifying complex codebase management. Adapts works with large enterprise customers, with a strong focus on industries such as Energy, Banking & Insurance, Logistics, and Manufacturing, where complex and long-lived codebases are mission-critical. We are looking for a Sales & Go-To-Market (GTM) Leader to define and execute Adapts’ enterprise commercial strategy as we scale. This is a senior, hands-on role that blends product positioning, product marketing, GTM strategy, and direct enterprise sales execution. In the early stages, you will act as both strategic owner and frontline Account Executive, owning deals end-to-end. As Adapts grows, you will build and lead a high-performing enterprise sales organization, putting scalable GTM processes in place while helping the company move fast without losing focus.

Requirements

10+ years of experience across Enterprise Sales, GTM, and Product Marketing in B2B SaaS or enterprise software
Proven success selling to large enterprises, with experience in one or more of the following industries: Energy, Banking & Insurance, Logistics / Supply Chain, and Manufacturing
Strong background in complex, multi-stakeholder enterprise sales cycles
Demonstrated ability to define product positioning and translate it into effective GTM execution
Hands-on sales experience with a willingness to personally close early deals
Experience building and scaling sales teams in rapid-growth environments
Excellent communication, storytelling, and leadership skills

Nice To Haves

Experience selling developer tools, infrastructure, or technical platforms
Prior experience working closely with founders in an early-stage or growth-stage startup
Familiarity with regulated or asset-intensive industries

Responsibilities

Define and own Adapts’ enterprise GTM strategy, including ICPs, buyer personas, use cases, sales motions, and industry-specific positioning
Develop differentiated industry-led messaging for Energy, Banking & Insurance, Logistics, and Manufacturing customers
Partner closely with Product and Engineering to ensure roadmap alignment with enterprise and industry needs
Establish operating metrics to track pipeline health, sales efficiency, and revenue growth
Translate Adapts’ technical capabilities into compelling enterprise value propositions and ROI narratives
Create and refine sales enablement assets such as pitch decks, industry one-pagers, case studies, and competitive positioning
Support launches of new features and solutions with well-defined GTM plans
Act as an early Account Executive, owning enterprise opportunities from prospecting through close
Lead discovery, demos, pilots/POCs, commercial negotiations, and enterprise deal closures
Build trusted relationships with senior stakeholders including engineering leaders, architects, and technology executives
Help shape early customer success, renewals, and expansion strategies
Design scalable enterprise sales and GTM processes suitable for complex, multi-stakeholder buying cycles
Hire, onboard, and mentor future sales and GTM team members
Create a culture of focus, accountability, and execution in a fast-growing environment