Strategic Account Director - DevOps & DevEx (APAC)

About the role

The Adaptavist Group, a global family of companies delivering enterprise software and services across ecosystems such as Atlassian, AWS, Slack, GitLab, monday.com and Aha!, is recruiting a Strategic Account Director for its APAC region. The role owns a portfolio of 3 to 5 of the company's most strategically important enterprise customers, typically global organisations with the potential to generate more than £1m in annual gross margin.

Key responsibilities

• Own and execute multi-year account growth plans across complex enterprise accounts and build executive-level relationships, positioning Adaptavist as a long-term transformation partner.
• Lead and coordinate virtual teams across Sales, Presales, Delivery and Customer Success to expand wallet share.
• Pursue whitespace opportunities, run structured discovery and build business cases covering Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, Cloud Migration and value realisation.
• Apply MEDDPICC discipline to qualify and progress opportunities, and generate pipeline through executive engagement, account-based selling and partner collaboration.
• Secure direct access to Economic Buyers and C-suite sponsors, build multi-threaded relationships and develop internal champions.
• Develop joint account strategies with strategic partners, manage co-sell structures and margins, and position Adaptavist as the preferred partner in shared accounts.
• Maintain CRM hygiene and forecast accuracy, lead quarterly account reviews, and contribute to QBRs and deal inspections.

Required profile

• Proven track record managing and growing complex enterprise or global accounts in a services setting, with six- to seven-figure AOVs and £1m+ gross margin responsibility.
• Strong C-suite communication and experience leading multi-stakeholder transformation opportunities.
• Experience developing account strategies that have generated identifiable pipeline or revenue.
• Experience with partner-involved deals, including co-sell structures and margin management.
• Desirable: experience within or alongside the Atlassian ecosystem or a comparable enterprise technology partner ecosystem, and established relationships with strategic partners.

The employer encourages applications from candidates who do not tick every box, and states that no payment or fee is asked for during recruitment.