About the Role We're looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team SLED accounts in Ohio and the greater Midwest. 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 SLED 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:
- 10+ years of related experience in sales or the field of enterprise software. 3+ years managing and expanding SLED accounts.
- Demonstrable expertise in building and actioning strategic plans for customer expansion with enterprise accounts.
- Demonstrable presentation and communication skills, highlighting your ability to articulate and communicate the unique value proposition of our software to prospective clients.
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.
