The Head of North America Sales will own the regional go-to-market for the United States and Canada, aiming to scale to $250m in revenue within three years (including $50m in consulting services), starting with expansion along the North East Seaboard and building a high-performing sales organization focused on Strategic Accounts (>£1m GM potential) and Enterprise Accounts (>£500k GM potential). This is a transformational leadership role responsible for the structure, capability, and culture needed to deliver repeatable, scalable growth and for defining and executing the regional GTM strategy aligned with Adaptavist’s global operating model. Responsibilities include leading a combined Strategic Account and Enterprise selling motion, building a MEDDPICC-driven, predictable pipeline, and aligning sales, presales, marketing, and delivery into a single integrated commercial engine while driving services-led growth alongside partner license motions. You’ll define account segmentation and territory ownership across the USA and Canada, drive performance management and recruitment, build pipeline, establish cross-functional partnerships (Marketing, Presales, Delivery, Finance), and maintain executive credibility with customers and key partners (Atlassian, GitLab, Harness, Datadog, AWS, IBM). Success will be measured by revenue growth, gross margin expansion, pipeline health, and the creation of a sustainable, high-performing, one-team sales culture built on evidence-based selling, forecast accuracy, and ongoing development of sales leadership and talent.
