Strategic Account Director (UK/I)

Overview

As Strategic Account Director, you will own a portfolio of top enterprise accounts and steer multi-year growth with Adaptavist as a trusted transformation partner. You’ll coordinate cross-functional teams across Sales, Presales, Delivery and Customer Success to expand wallet share and deliver measurable outcomes. You’ll cultivate executive relationships, lead discovery and build compelling business cases around key capabilities like Developer Experience, Toolchain Modernisation and AI Adoption. This role offers impact across global accounts and partnership ecosystems in a dynamic technology services environment.

Responsibilities

• Own and execute multi-year growth plans for a portfolio of complex enterprise accounts
• Build executive relationships and establish Adaptavist as a transformation partner
• Coordinate cross-functional teams including sales, presales, delivery, customer success, and partners
• Identify whitespace opportunities across geographies and business units
• Generate pipeline and perform value-based selling with MEDDPICC discipline
• Develop customer-centric viewpoints linking Adaptavist capabilities to business outcomes
• Lead structured discovery to uncover business problems and stakeholder motivations
• Build business cases and value realisation plans around outcomes such as DX, toolchain modernisation, AI adoption, compliance, and cloud migration
• Manage stakeholder networks, secure access to economic buyers and C-suite sponsors
• Navigate complex organisations and mobilise internal champions
• Form joint account strategies with strategic partners and execute co-sell deals
• Maintain CRM hygiene, forecast accuracy, and lead quarterly reviews

Key requirements

• Proven track record managing and growing complex enterprise or global accounts with high six- to seven-figure AOVs and substantial gross margin
• Experience engaging C-suite and senior stakeholders
• Experience leading multi-stakeholder transformation initiatives and mobilising champions
• Ability to develop and execute account strategies generating identifiable pipeline or revenue
• Strong discovery skills to uncover problems and drivers across multiple stakeholders
• Experience creating compelling business cases anchored in measurable outcomes
• Proven MEDDPICC application to qualify and progress opportunities
• Strong negotiation skills across complex, multi-variable deals
• Commercial experience with partner-involved deals and margin management

• Executive-level communication
• Strategic thinking
• Cross-functional collaboration
• MEDDPICC
• Value-based selling
• Account-based selling

…