Strategic Account Manager (Remote)

About the role

The Adaptavist Group is hiring a Strategic Account Manager for its NAMER region, working remotely. The role drives profitable growth across a portfolio of key enterprise customers in partnership with a Strategic Account Director, executing account growth plans, building multi-threaded stakeholder relationships, generating and progressing pipeline and expanding Adaptavist's footprint across the enterprise. It suits ambitious professionals aiming to grow into a Strategic Account Director.

Key responsibilities

• Support the Strategic Account Director in developing and executing multi-year strategic account plans, and keep a detailed understanding of customer structures, priorities and transformation programmes
• Identify opportunities to expand the footprint across business units and technology domains, and track account health, stakeholder changes and competition
• Build and maintain a pipeline through account-based engagement, develop customer-specific points of view, lead discovery and build commercial proposals and business cases
• Apply MEDDPICC consistently to qualified opportunities and manage them from qualification through to closure
• Build multi-threaded relationships, develop champions and support the establishment of Economic Buyer and executive access
• Take part in joint account planning with partners such as Atlassian, GitLab, Harness, AWS, IBM and Datadog, and partner-sourced deal execution
• Maintain CRM hygiene, forecast accurately and take part in 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 on 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, services-led selling

What we offer

• Flexible working hours and a remote-first approach
• MacBook provided to all employees and home-office support for fully remote workers
• 26 weeks of fully paid leave for birthing parents, 13 weeks for non-birthing parents, and extended leave for adoption, IVF, surrogacy and women's health needs