Strategic Account Manager

About the role

The Adaptavist Group is hiring a Strategic Account Manager for NAMER in Toronto. The role drives profitable growth across a portfolio of the company's most important enterprise customers, working closely with a Strategic Account Director. It covers account growth plans, multi-threaded stakeholder relationships, pipeline generation and expanding the company's footprint across the enterprise, and suits ambitious professionals aiming to become a Strategic Account Director.

Key responsibilities

• Support the Strategic Account Director in developing and executing multi-year strategic account plans, and keep up to date with customer structures, priorities and transformation programmes
• Build and maintain a pipeline through account-based engagement, lead discovery, and write proposals and business cases anchored in measurable outcomes, applying MEDDPICC consistently
• Build multi-threaded relationships across customer organisations, develop champions and secure Economic Buyer and executive access
• Take part in joint account planning with partners such as Atlassian, GitLab, Harness, AWS, IBM and Datadog, and support partner-sourced deals
• Maintain CRM hygiene, ensure forecast accuracy, and manage opportunities from qualification to closure, including account reviews, pipeline reviews and QBRs

Required profile

• Demonstrable experience in enterprise technology, consulting or software sales, with a track record of hitting commercial targets
• Proven ability to generate and progress pipeline independently
• Experience managing opportunities with multiple stakeholders and navigating complex buying processes
• Commercial acumen: understanding of margin, deal structure and value-generating pipeline
• Strong written and verbal communication skills

Nice to have

• Experience in the Atlassian ecosystem or similar enterprise technology partner ecosystem
• Exposure to Developer Experience, DevOps, service management, AI adoption or cloud transformation
• Structured sales methodology such as MEDDPICC, joint account plans, economic buyer access, and services-led selling experience

What we offer

• Flexible working hours and a generous PTO allowance
• MacBook provided to all employees, with extra support for fully remote workers
• Time away policy: 26 weeks fully paid leave for birthing parents, 13 weeks for others, and extended leave for adoption, IVF, surrogacy, egg freezing and women's health needs