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About the Role

We are seeking an accomplished and strategic Account Director to lead high-value sales cycles with major organizations in the retail & consumer packaged goods sector. This role involves building trusted, long-term relationships with senior executives and driving business outcomes through Tricentis’ testing and automation solutions. You will leverage deep enterprise sales expertise, strong forecasting and pipeline management skills, and executive-level influence.

Responsibilities

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.

Requirements

10+ years of experience in software sales, with 5+ years of enterprise SaaS experience.
Expertise in 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).

Skills

Enterprise Sales
SaaS Sales
Solution Selling
Forecasting
Pipeline Management
Relationship Building
C-Suite Engagement
Sales Methodologies (MEDDPICC)
CRM Tools (Salesforce)
Sales Enablement Tools (Clari, Outreach)

Location

London

Work Type

Hybrid

Experience Level

Senior
10+ years experience
5+ years enterprise SaaS experience

Salary/Compensations

Competitive market salary + success-oriented commission / bonus

Benefits

Supportive and engaged leadership team.
Career path and professional & personal development.
Personal and professional development.
Volunteer days.
Vacation days.
Public holidays.
Flex/floating leave days.

About the Company

Tricentis is redefining software testing and quality engineering with an AI-driven, codeless, and continuous testing platform.
The platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale.
Tricentis is recognized as a global leader by Gartner, Forrester, and IDC, partnering with large and innovative companies.
The company fosters a culture of curious learners, ambitious achievers, and collaborative competitors focused on constant growth.
Tricentis core values include demonstrating self-awareness, finishing what is started, moving fast, running towards change, serving customers & communities, solving problems together, and thinking big & believing.

Equal Opportunity

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.
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.