Position summaryThe Account Director owns TTC Global's revenue in their region. You will grow a portfolio of existing enterprise clients, win new logos, and run the full sales cycle from first conversation through scoping, proposal, negotiation and signature. You will work alongside our delivery leaders to shape engagements that solve real quality problems, and you will be the senior relationship holder for each account after the contract is signed.
This is a quota-carrying role reporting to the Group Chief Revenue Officer. You will be supported by a Business Development Representative who books qualified meetings into your calendar, by marketing for events and campaigns, and by our partner teams at Tricentis and other platform vendors.
Responsibilities- Own a regional territory of named enterprise and upper mid-market accounts, with a target account list agreed each half-year.
- Grow existing accounts by expanding from one program or platform to others (for example, from an SAP S/4HANA migration into Salesforce or Workday testing).
- Win new logos through your own network, BDR-sourced meetings, partner referrals and events.
- Build relationships with CIOs, VPs of IT, QA and test leaders, and program and transformation leaders.
- Lead discovery and shape solutions with TTC delivery and practice leads, including Quality Maturity Assessments, test automation programs, Quality Engineering Managed Services and staff augmentation.
- Write and present proposals, statements of work and RFP responses, and lead commercial negotiation.
- Work with Tricentis and other partner account teams to co-sell and surface opportunities.
- Keep pipeline, forecast and account plans current in HubSpot, and report on them in weekly pipeline reviews.
- Act as the executive point of contact on live engagements, run quarterly business reviews, and escalate delivery risks early.
- Represent TTC Global at industry events, user groups and client meetings in your region.
- Coach the BDR on messaging, target accounts and meeting quality.
Qualifications- 8+ years of B2B sales or account management experience, with at least 5 years selling IT services, consulting or managed services to enterprise clients.
- A track record of meeting or exceeding an annual quota of $2M+ in services revenue.
- Experience closing multi-year, six- and seven-figure services engagements with long sales cycles and procurement involvement.
- An existing network of IT and QA decision makers in the region.
- Exposure to software testing, quality engineering, DevOps or enterprise platforms (SAP, Oracle, Salesforce, Workday, Guidewire) is strongly preferred.
- Working knowledge of HubSpot or Salesforce CRM and Microsoft Office.
- Bachelor's degree or equivalent experience.
- Authorized to work in the United States.
Competencies and skills- Consultative selling: connects a client's business risk to a practical quality engineering solution.
- Account growth: builds multi-threaded relationships and expands accounts over several years.
- Commercial acumen: comfortable with pricing, margin, rate cards and contract terms.
- Executive presence: credible with CIOs and senior technology leaders.
- Self-direction: organized, disciplined and productive working remotely within a small regional team.
Location and travel- Remote within the region, with a preference for candidates near [region's main metro].
- Travel up to 30% for client meetings and industry events, mainly within the region.
Success markers (12-month outlook)- Full account plans in place for every named account within 90 days.
- A qualified pipeline of at least 3x annual quota within six months.
- Two or more new enterprise logos signed in the first year.
- Growth in revenue from the existing account base year over year.
If your experience or qualifications are similar to our ideal of a successful candidate, please consider applying. Experience comes in many ways; skills may be transferred, but passion for your career can't be substituted. At TTC, we understand the importance of diversity and how much value it brings to the table. Diversity brings about creativity and new perspectives, which is why we encourage everyone to apply.
