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The Sales Specialist – DevOps & Developer Experience helps customers modernize how software is planned, built, secured, deployed and operated, acting as a specialist advisor in Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability and AI-enabled software delivery. This role requires a deep understanding of modern software engineering practices, developer productivity, platform operating models and software delivery transformation, and it works with Strategic Account Managers and partner teams to identify opportunities, shape customer transformation strategies and lead complex specialist engagements. It involves creating and developing a specialist sales pipeline aligned to DevOps and Developer Experience initiatives, qualifying opportunities across the listed domains, developing customer-specific hypotheses and territory plans to drive sustainable pipeline growth and specialist revenue. It includes Customer Advisory & Transformation Consulting—engaging with CIOs/CTOs and engineering leaders, conducting discovery and maturity assessments, analyzing operating models and bottlenecks, and delivering business cases and outcome-based roadmaps as a trusted advisor. It also covers Opportunity Leadership & Sales Execution, Partner Ecosystem Development with key vendors for joint go-to-market and co-sell opportunities, and Thought Leadership to maintain market presence and share insights through events and industry forums.

The Strategic Account Director manages 3–5 of Adaptavist’s most strategic global enterprise customers with the potential to generate over £1m in annual gross margin, building multi-year growth strategies and executive-level relationships to position Adaptavist as a long-term transformation partner while coordinating virtual teams across Sales, Presales, Delivery, Customer Success and partners to expand wallet share. They own and execute multi-year growth plans, identify whitespace across business units and geographies, and generate pipeline through executive engagement, account-based selling and partner collaboration, applying MEDDPICC to qualify and progress opportunities. They develop customer-centric points of view and business cases anchored in measurable outcomes across areas such as Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Cloud Migration, using structured discovery to uncover problems and stakeholder motivations. They establish and manage multi-threaded relationships with Economic Buyers and C-suite sponsors, mobilize internal champions, navigate complex organizational structures and influencer networks, and lead partner ecosystem strategies and co-sell deals to position Adaptavist as the preferred services partner. They ensure operating rhythm and commercial excellence through CRM hygiene, forecast accuracy and risk articulation, lead quarterly account reviews and strategic planning, drive governance and margin discipline in negotiations, and contribute to QBRs, deal inspections, and sales excellence initiatives.