Account Director

We’re looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team. In this role, you’ll lead high-value sales cycles with some of the world’s largest organizations, building long-term, trusted relationships with senior executives and driving transformational business outcomes through Tricentis’ testing and automation solutions. 

You’ll bring deep enterprise sales expertise, a strong grasp of forecasting and pipeline discipline, and the leadership presence to influence at the C-suite level. This is an exciting opportunity for a seasoned sales professional who thrives on complexity, strategy, and delivering measurable impact. 

• Own and expand strategic enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals. 

• Develop deep understanding of Tricentis' products and how they drive business value 

• Engage with C-level and senior IT leaders, understanding their business drivers and aligning software solutions to their strategic goals 

• Deliver accurate forecasting and pipeline management with consistent achievement of revenue goals. 

• Partner with Pre-Sales, Customer Growth, and Marketing to maximize account strategy and long-term success. 

Must Have: 

• 8+ years experience selling enterprise B2B SaaS solutions to senior IT personas at large enterprises 

• Proven record of exceeding quotas and managing long, complex sales cycles with multiple stakeholders. Experience closing transactions >$500k ACV. 

Nice to Have: 

• Knowledge of and/or experience with Tricentis products 

• Quality/testing industry experience 

• Ownership and expansion of strategic enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals. 

• Experience in forecasting and pipeline management discipline, with a data-driven approach to revenue predictability and execution 

• Engaging with C-level and senior IT leaders, understanding their business drivers and aligning software solutions to their strategic goals 

• Ability to translate technical customer challenges into negative business impact & map Tricentis solutions to quantifiable positive business outcomes 

• Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success. 

• Demonstrable experience and appreciation with MEDDPICC & value-selling 

• Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach) 

• Experience using AI tools (e.g., Claude Chat/Co-Work/Code) 

• Coachable: You show self-awareness and growth mindset by seeking feedback and continually refining your approach. 

• Gritty: You persevere through challenges, adapt quickly, and maintain focus and motivation under pressure. 

• Driven for Results: You set ambitious goals, take ownership of outcomes, and balance both tactical precision and strategic execution. 

• Scrappy: You’re resourceful, creative, and find ways to win — no matter the constraints, challenging the status quo, while thinking holistically about scale and impact. 

• Collaborative: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers. 

• Competitive market salary + success-oriented commission / bonus 

• Supportive and engaged leadership team. 

• Career path and professional & personal development. 

• 401(k) / pension plan and full benefits package available. 

• Enhanced statutory Maternity and Paternity Pay 

• Personal and professional development. 

• A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days.  

• And more!