Sales Specialist (UK/I) - DevOps & DevEx

Salary: £70,000 - 110,000 per year

Requirements:

• Proven experience selling enterprise software, consulting, or transformation solutions within software engineering, DevOps, or cloud technology environments.
• Strong knowledge of Developer Experience, DevOps, and modern software engineering practices.
• Experience leading executive-level discovery conversations, workshops, and strategic customer engagements.
• Ability to build business cases, value propositions, and transformation roadmaps aligned to engineering and business outcomes.
• Demonstrable experience managing complex enterprise sales cycles involving multiple stakeholders and technical decision-makers.
• Experience applying structured sales methodologies such as MEDDPICC.
• Strong commercial negotiation, stakeholder management, and influencing skills.
• Experience working with technology partners and co-sell motions.
• Excellent presentation and communication skills with both technical and business audiences.
• Strong understanding of modern software development lifecycle practices, cloud-native architectures, and engineering transformation initiatives.
• Experience with Atlassian, GitLab, Harness, Datadog, Chainguard, AWS, IBM, Red Hat, or similar technology ecosystems is desirable.
• Knowledge of Platform Engineering, DevSecOps, Cloud Native Engineering, and Observability practices is desirable.
• Experience supporting cloud migration, application modernisation, or engineering transformation programmes is desirable.
• Background in software engineering, solution architecture, consulting, or technical sales is desirable.
• Understanding of developer productivity measurement, platform operating models, and software delivery performance frameworks is desirable.
• Familiarity with AI-enabled software development, automation, and emerging software engineering technologies is desirable.

Responsibilities:

• Help customers modernise how software is planned, built, secured, deployed, and operated across UK/I.
• Act as a specialist advisor focused on Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, and AI-enabled software delivery.
• Work alongside Strategic Account Managers and partner teams to identify opportunities, shape customer transformation strategies, and lead complex specialist engagements.
• Create and develop a specialist sales pipeline aligned to DevOps, Developer Experience, and software delivery transformation initiatives.
• Identify, qualify, and pursue opportunities across Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, AI-assisted Software Delivery, and Software Supply Chain Security.
• Develop customer-specific hypotheses, transformation opportunities, and executive points of view aligned with engineering challenges and business outcomes.
• Build and execute territory and account plans that drive sustainable pipeline growth and specialist revenue opportunities.
• Generate opportunities through executive workshops, partner collaboration, industry engagement, and thought leadership activities.
• Collaborate with Strategic Account Managers and Partner Managers to uncover opportunities within existing and prospective customers.
• Engage with CIOs, CTOs, Heads of Engineering, Platform Leaders, and other executive stakeholders to understand priorities and software delivery challenges.
• Lead discovery workshops, engineering assessments, and maturity assessments to identify DevOps and developer productivity transformation opportunities.
• Analyse engineering operating models, software delivery processes, platform capabilities, and organisational bottlenecks to uncover improvement opportunities.
• Develop business cases, transformation roadmaps, and outcome-based recommendations to support customer decision-making.
• Act as a trusted advisor, helping customers modernise engineering practices, improve developer experience, accelerate software delivery, and strengthen operational resilience.
• Own specialist sales opportunities from qualification through to successful closure.
• Apply MEDDPICC qualification methodology to ensure opportunity quality, forecasting accuracy, and deal progression.
• Lead complex sales engagements involving multiple stakeholders, engineering teams, platform organisations, and technical requirements.
• Build compelling commercial proposals, transformation propositions, and value-based business cases.
• Coordinate internal resources, including Strategic Account Management, Pre-sales, Field CTO, Delivery, and Practice teams, to create customer solutions.
• Conduct commercial negotiations and support contract discussions to achieve successful customer outcomes.
• Develop compelling customer value propositions that clearly articulate business, engineering, and operational impact.
• Develop strategic relationships with ecosystem partners to drive joint pipeline creation and revenue growth.
• Execute co-sell motions and identify partner-led opportunities within target markets.
• Collaborate on joint go-to-market initiatives, campaigns, and customer engagement strategies.
• Establish strong relationships with partner sales, solution engineering, and leadership teams to maximise market impact.
• Position our organisation as the preferred partner for DevOps, Developer Experience, and software engineering transformation initiatives.
• Maintain deep expertise in Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, AI-enabled Software Delivery, and Software Supply Chain Security.
• Act as a recognised subject matter expert and trusted voice within customer engagements and industry discussions.
• Support customer events, executive briefings, webinars, and industry forums.
• Develop market-facing insights, thought leadership content, and points of view that position our organisation as a leader in software engineering and DevOps transformation.
• Share industry insights, emerging trends, and best practices with customers, partners, and internal stakeholders.
• Stay current with evolving software engineering practices, competitive developments, and changing customer requirements.

Technologies:

• AI
• AWS
• Atlassian
• Cloud
• CTO
• Datadog
• DevSecOps
• DevOps
• GitLab
• IBM
• Support
• Security
• Slack

More:

We are The Adaptavist Group, a global family of companies focused on teamwork, technology, and processes to help businesses improve today and tomorrow. We deliver enterprise software, tailored solutions, and quality services across trusted ecosystems including Atlassian, AWS, Slack, GitLab, monday.com, and Aha!. We offer generous holiday allowance, flexible working hours, MacBooks for all employees, home office support for fully remote workers, and an exceptional Time Away Policy that includes extended paid leave for birthing and non-birthing parents, adoption, IVF, surrogacy, elective egg freezing, and womens health needs. We work in a remote-first environment where work fits around life, and we are committed to a diverse and inclusive culture. This is a full-time Business Development role at mid-senior level in the Information Technology and Services industry.

last updated 36 week of 2026