Account Director, Federal

About the role

At Tricentis, we're redefining what's possible 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're a team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth-both for our customers and ourselves. If you're motivated by challenge, feedback, and the pursuit of excellence, you'll thrive here. 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.

Responsibilities

• 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.

Requirements

• 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.
• 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)
• 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.
• Tricentis Core Values:
• 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.

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