Sales and Go-To-Market Leader

Company Description

Adapts is revolutionizing software maintenance by powering an Enterprise Code Knowledge Base to support engineering teams. By converting legacy code into thorough developer documentation, including specs and diagrams, Adapts drastically reduces onboarding time and preserves valuable knowledge. Our platform enables software engineering teams to spend less time on maintenance tasks, accelerating innovation and simplifying complex codebase management.

Adapts works with large enterprise customers, with a strong focus on industries such as Energy, Banking & Insurance, Logistics, and Manufacturing, where complex and long-lived codebases are mission-critical.

About The Role

We are looking for a Sales & Go-To-Market (GTM) Leader to define and execute Adapts’ enterprise commercial strategy as we scale. This is a senior, hands-on role that blends product positioning, product marketing, GTM strategy, and direct enterprise sales execution.

In the early stages, you will act as both strategic owner and frontline Account Executive, owning deals end-to-end. As Adapts grows, you will build and lead a high-performing enterprise sales organization, putting scalable GTM processes in place while helping the company move fast without losing focus.

Key Responsibilities

Enterprise GTM Strategy

• Define and own Adapts’ enterprise GTM strategy, including ICPs, buyer personas, use cases, sales motions, and industry-specific positioning
• Develop differentiated industry-led messaging for Energy, Banking & Insurance, Logistics, and Manufacturing customers
• Partner closely with Product and Engineering to ensure roadmap alignment with enterprise and industry needs
• Establish operating metrics to track pipeline health, sales efficiency, and revenue growth

Product Marketing & Positioning

• Translate Adapts’ technical capabilities into compelling enterprise value propositions and ROI narratives
• Create and refine sales enablement assets such as pitch decks, industry one-pagers, case studies, and competitive positioning
• Support launches of new features and solutions with well-defined GTM plans

Hands-On Enterprise Sales

• Act as an early Account Executive, owning enterprise opportunities from prospecting through close
• Lead discovery, demos, pilots/POCs, commercial negotiations, and enterprise deal closures
• Build trusted relationships with senior stakeholders including engineering leaders, architects, and technology executives
• Help shape early customer success, renewals, and expansion strategies

Team & Process Building

• Design scalable enterprise sales and GTM processes suitable for complex, multi-stakeholder buying cycles
• Hire, onboard, and mentor future sales and GTM team members
• Create a culture of focus, accountability, and execution in a fast-growing environment

Qualifications

• 10+ years of experience across Enterprise Sales, GTM, and Product Marketing in B2B SaaS or enterprise software
• Proven success selling to large enterprises, with experience in one or more of the following industries: Energy, Banking & Insurance, Logistics / Supply Chain, and Manufacturing
• Strong background in complex, multi-stakeholder enterprise sales cycles
• Demonstrated ability to define product positioning and translate it into effective GTM execution
• Hands-on sales experience with a willingness to personally close early deals
• Experience building and scaling sales teams in rapid-growth environments
• Excellent communication, storytelling, and leadership skills

Nice to Have

• Experience selling developer tools, infrastructure, or technical platforms
• Prior experience working closely with founders in an early-stage or growth-stage startup
• Familiarity with regulated or asset-intensive industries

Why Join Adapts

• Lead and define the enterprise sales and GTM function from an early stage
• Work directly with founders to shape company strategy and growth
• Sell a high-impact product solving real problems for enterprise engineering teams
• Competitive compensation, performance-based incentives, and meaningful equity
• Seattle-based role with hybrid work flexibility