Account Director

Tricentis

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.

What You ll Do

• Own and expand strategic enterprise accounts identifying new business opportunities, building executive relationships, and closing complex, multi-stakeholder deals.
• Deliver accurate forecasting and pipeline management, providing visibility into key performance metrics and ensuring consistent achievement of revenue goals.
• Develop a deep understanding of Tricentis platform, aligning our solutions to the strategic business and technical objectives of global enterprises.
• Partner closely with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success.
• Engage with C-level and senior IT decision-makers, influencing enterprise transformation and adoption of Tricentis solutions.
• Mentor and collaborate with peers to elevate sales excellence across the team, contributing to a culture of continuous learning and growth.
• Provide strategic feedback and market insights to shape Tricentis go-to-market strategy and support scalable success across the organization.

Basic Qualifications

• 10+ years experience in software sales, with 5+ years of enterprise SaaS experience.
• Expertise with solution-selling to IT personas at large enterprise companies.
• Proven record of exceeding quotas and managing long, complex sales cycles with multiple stakeholders.
• Work experience in forecasting and pipeline management discipline, with a data-driven approach to revenue predictability and execution.
• Demonstrable experience and appreciation for sales methodologies e.g. MEDDPICC
• Ability to articulate and translate complex technical solutions into business value.
• Experience with CRM and sales enablement tools (e.g., Salesforce, Clari, Outreach).