Sales Specialist (DACH) - DevOps & DevEx (f/m/d)

What you'll be doing

The Sales Specialist – DevOps & Developer Experience is responsible for helping customers modernise how software is planned, built, secured, deployed and operated across the DACH region.

This role acts as a specialist advisor focused on 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.

The Sales Specialist works alongside Strategic Account Managers and partner teams to identify opportunities, shape customer transformation strategies and lead complex specialist engagements.

A successful Sales Specialist is recognised as a trusted advisor in software engineering and DevOps transformation, helping customers improve developer productivity, accelerate software delivery, strengthen security, modernise engineering practices and unlock measurable business outcomes.

What we're looking for

Specialist Pipeline Generation & Market Development

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, and AI-assisted Software Delivery and Software Supply Chain Security.

Develop customer-specific hypotheses, transformation opportunities and executive points of view that align engineering challenges with strategic 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.

Customer Advisory & Transformation Consulting

Engage with CIOs, CTOs, Heads of Engineering, Platform Leaders and other executive stakeholders to understand organisational priorities and software delivery challenges.

Lead discovery workshops, engineering assessments and maturity assessments to identify opportunities for DevOps and developer productivity transformation.

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 that support customer decision-making.

Act as a trusted advisor, helping customers modernise engineering practices, improve developer experience, accelerate software delivery and strengthen operational resilience.

Opportunity Leadership & Sales Execution

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 winning 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.

Partner Ecosystem Development

Develop strategic relationships with Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat and broader 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 Adaptavist as the preferred partner for DevOps, Developer Experience and software engineering transformation initiatives.

Thought Leadership & Market Presence

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 the 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.

Essential

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.

Desirable

Experience with Atlassian, GitLab, Harness, Datadog, Chainguard, AWS, IBM, Red Hat or similar technology ecosystems.

Knowledge of Platform Engineering, DevSecOps, Cloud Native Engineering and Observability practices.

Experience supporting cloud migration, application modernisation or engineering transformation programmes.

Background in software engineering, solution architecture, consulting or technical sales.

Understanding of developer productivity measurement, platform operating models and software delivery performance frameworks.

Familiarity with AI-enabled software development, automation and emerging software engineering technologies.

Fluent in both English and German.

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 The Adaptavist Group , 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.