About the Role We're looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team supporting Toronto regio. 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.
What You'll Do - 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.
Qualifications 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
Skills You Bring - 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)
Who You Are - 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.
We offer: - 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.
