Account Director, Federal

Account Director

We're looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Federal 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.

At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we'll achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together.

Demonstrate Self-Awareness: Own your strengths and limitations.

Finish What We Start: Do what we say we are going to do.

Move Fast: Create momentum and efficiency.

Run Towards Change: Challenge the status quo.

Serve Our Customers & Communities: Create a positive experience with each interaction.

Solve Problems Together: We win or lose as one team.

Think Big & Believe: Set extraordinary goals and believe you can achieve them.

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.
• And more!

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.

U.S. Work Authorization:

This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.