Who you are

- Demonstrable experience in enterprise technology sales, consulting services or software sales, with evidence of consistently achieving commercial targets

- Proven ability to generate and progress pipeline independently, not only respond to inbound demand or support more senior sellers

- Experience managing sales opportunities involving multiple stakeholders, with an understanding of how to navigate complex buying processes

- Ability to develop customer-centric points of view that connect solutions to business outcomes, rather than leading with product or feature descriptions

- Strong discovery skills: able to ask effective questions, listen actively and uncover motivations across different stakeholder types

- Experience building and maintaining relationships across multiple levels within a customer organisation simultaneously

- Clear commercial acumen: understands margin, deal structure and the difference between activity and value-generating pipeline

- Strong written and verbal communication skills, with the ability to construct coherent commercial narratives for different audiences

- Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)

- Exposure to Developer Experience, DevOps, Service Management, AI adoption or Cloud transformation programmes — either as a seller or from a delivery/consulting background

- Working knowledge of a structured sales qualification methodology such as MEDDPICC or comparable, with evidence of consistent application

- Experience contributing to or executing joint account plans with technology partners

- Early evidence of economic buyer or C-suite access within enterprise accounts

- Experience in a services-led or professional services selling environment

- Not ticking every box? That’s totally okay! Studies show that women and people of colour might hesitate to apply unless they meet every single requirement. At ScriptRunner, part of TAG, we’re dedicated to creating a diverse and welcoming team. If you’re passionate about this role and keen to learn and grow with us, we encourage you to apply, even if you don’t have everything that's listed just yet

What the job involves

- The Strategic Account Manager for NAMER drives profitable growth across a portfolio of Adaptavist's most strategically important enterprise customers, working in close partnership with a Strategic Account Director
- The role is accountable for executing account growth plans, building multi-threaded stakeholder relationships, generating and progressing pipeline, and helping to expand Adaptavist's footprint across the enterprise.

The Strategic Account

Manager coordinates across Presales, Delivery,



Customer Success and strategic partners to move opportunities forward and deliver meaningful customer outcomes

- This role would suit commercially ambitious professionals who want to build the skills, relationships and commercial track record required to grow into a Strategic Account Director

- Support the Strategic Account Director in developing and executing multi-year strategic account plans

- Maintain a detailed, current understanding of customer organisational structures, priorities and transformation programmes

- Identify opportunities to expand Adaptavist's footprint across business units and technology domains

- Track account health, stakeholder changes and competitive dynamics on an ongoing basis

- Build and maintain a pipeline within assigned strategic accounts through structured, account-based engagement

- Develop customer-specific points of view that connect Adaptavist's capabilities to identifiable business outcomes

- Lead discovery across stakeholder layers to uncover business problems, drivers and decision criteria

- Build commercial proposals and business cases anchored in measurable customer outcomes

- Apply MEDDPICC consistently across all qualified opportunities to maintain qualification discipline

- Build multi-threaded relationships across customer organisations, spanning both technology and business stakeholders

- Identify and develop champions, maintaining active relationships with influencers and decision makers

- Support the Strategic Account Director in establishing and maintaining Economic Buyer and executive access

- Develop a clear understanding of stakeholder motivations, organisational dynamics and decision-making processes

- Participate in joint account planning with strategic partners, including Atlassian, GitLab, Harness, AWS, IBM and Datadog

- Identify and develop partner-sourced opportunities within assigned accounts

- Build credibility and working relationships within the partner ecosystem

- Support partner-involved deal execution with attention to commercial structure and margin

- Maintain consistently high CRM hygiene and accurate, timely prospect data

- Ensure forecast accuracy through rigorous qualification and active pipeline management

- Participate in account reviews, pipeline reviews and QBRs with clear articulation of risks, opportunities and dependencies





- Manage opportunities efficiently from qualification through to closure, coordinating internal resources effectively

Benefits

- Aviva pension scheme with company's contribution up to 5% on your basic pay

- Private medical insurance with BUPA inclusive of dental and mental health care benefit

- Employee assistance programme to support personal issues like health, family, money, work and most importantly, you!

- Eyecare vouchers for free eyes test from day one onwards

- Unum income protection scheme covering up to 60% of your monthly salary (plus pension contributions) after 26-weeks of disability

- Unum life assurance, paying a death in service benefit of a multiple of your base annual salary

- Adaptavist rewards - save and receive cashback whilst you spend with our rewards system

- Unlimited holiday! That's right, there's no cap on the number of days that you can request off in our holiday year

- Flexible working, suit your personal needs while maintaining your job responsibilities

- Enhanced parental leave - 26 weeks at full pay for birthing partners, and 13 weeks at full pay for non-birthing partners

- Employee donation scheme with AdaptaKind, making an impactful change in the world through company-matched charitable giving, fundraising and volunteering

- Green Commute Initiative, cycle to work scheme allows you to get a brand new bike and safety equipment for your commute to work, all of which is tax free

- Online streaming service - Whether you're a Disney fanatic, an Audible enthusiast or a Netflix nut, there should be something for all!

- Healthcare insurance by TriNet
- Employee assistance programme to support personal issues like health, family, money, work and most importantly, you!

- 401K matching scheme up to 4% as your employer

- Unlimited holiday! That's right, there's no cap on the number of days that you can request off in our holiday year.

- RRSP pension scheme up to 4% match as your employer

- Basic life insurance of $25,000 by Canada Life Scheme

- Healthcare insurance by Canada Life Scheme

- Dental care and optical care by Canada Life Scheme

- Accidental death and dismemberment of $25,000 by Canada Life Scheme

- Employee & Family Assist Program (EFAP) by Shepell providing professional, confidential support services for employees and their immediate family members

- Unlimited holiday! That's right, there's no cap on the number of days that you can request off in our holiday year

- Calm app subscription. Calm is the number 1 app for sleep, meditation and relaxation

- Extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS

📌 Strategic Account Manager (Toronto)
🏢 The Adaptavist Group
📍 Toronto