Account Director
Who We Are
At Tricentis ,we’reredefiningwhat’spossible in software testing and quality engineering. Our AI-driven, codeless, and continuous testing platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale.
Recognized as a global leader by Gartner, Forrester, and IDC, Tricentis partners with the world’s largest and most innovative companies.We’rea team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves.
Ifyou’remotivated by challenge, feedback, and the pursuit of excellence,you’llthrive here.
About the Role
We’relooking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team supporting Toronto regio. In this role,you’lllead 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’llbring deep enterprise salesexpertise, 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
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Own and expand strategic enterprise accounts —identifyingopportunities, building exec relationships, and closing complex multi-stakeholder deals.
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Develop deep understanding of Tricentis ' products and how they drive business value
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Engage with C-level and senior IT leaders, understanding their business drivers and aligning software solutions to their strategic goals
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Deliveraccurateforecasting and pipeline management with consistent achievement of revenue goals.
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Partner with Pre-Sales, Customer Growth, and Marketing to maximize account strategy and long-term success.
Qualifications
Must Have:
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8+years experienceselling enterprise B2B SaaS solutions to senior IT personas at large enterprises
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Proven record of exceeding quotas and managing long, complex sales cycles with multiple stakeholders. Experience closing transactions >$500k ACV.
Nice toHave:
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Knowledge of and/or experience with Tricentis products
- Quality/testing industry experience
Skills You Bring
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Ownership and expansion of strategic enterprise accounts —identifyingopportunities, building exec relationships, and closing complex multi-stakeholder deals.
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Experience in forecasting and pipeline management discipline, with a data-driven approach to revenue predictability and execution
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Engaging with C-level and senior IT leaders, understanding their businessdriversand aligning software solutions to their strategic goals
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Ability to translate technical customer challenges into negative business impact & map Tricentis solutions to quantifiable positive business outcomes
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Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success.
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Demonstrable experience and appreciation with MEDDPICC & value-selling
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Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach)
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Experience using AI tools (e.g., Claude Chat/Co-Work/Code)
Who You Are
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Coachable: You showself-awarenessand growth mindset by seeking feedback and continually refining your approach.
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Gritty: You persevere through challenges, adapt quickly, andmaintainfocus and motivation under pressure.
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Driven for Results: You set ambitious goals, take ownership of outcomes, and balance both tactical precision and strategic execution.
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Scrappy:You’reresourceful, creative, and find ways to win — no matter the constraints, challenging the status quo, while thinking holistically about scale and impact.
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Collaborative: You thrive in a team environment