Account Director, DoD

Tricentis

12d

About The Position

Tricentis is redefining software quality at enterprise scale. Our AI-driven, codeless testing platform enables organizations to accelerate delivery, reduce risk, and improve mission outcomes. We partner with some of the world’s largest enterprises and public sector organizations to modernize software delivery and ensure operational resilience. Our culture is built on accountability, continuous improvement, and a shared commitment to delivering meaningful results for our customers. The Role As an Account Director, DoD, you will drive revenue growth across strategic Department of Defense accounts. You will identify, develop, and close complex opportunities that support mission-critical systems and digital modernization initiatives. This role requires a strong understanding of the federal landscape, the ability to navigate highly matrixed organizations, and a track record of executing in complex, compliance-driven environments.

Requirements

10+ years of software sales experience, including 5+ years in enterprise SaaS
Demonstrated success selling into Department of Defense and/or Intelligence Community accounts
Strong understanding of federal procurement processes, contract vehicles (e.g., GWACs, IDIQs), and budget cycles
Track record of achieving or exceeding quota in complex, multi-stakeholder environments
Experience engaging with both technical and non-technical stakeholders, including program and acquisition teams
Familiarity with sales methodologies such as MEDDICC
Strong forecasting, pipeline management, and account planning skills
Proficiency with CRM and sales tools (e.g., Salesforce, Clari, Outreach)

Nice To Haves

Active security clearance (or ability to obtain one)
Experience supporting DevSecOps, software modernization, or federal IT transformation initiatives

Responsibilities

Own and grow a portfolio of DoD accounts, expanding relationships across program, procurement, and technical stakeholders
Identify and develop opportunities aligned to DoD modernization priorities, including software delivery, DevSecOps, and digital transformation initiatives
Lead complex sales cycles involving multiple stakeholders, contract vehicles, and procurement processes
Build trusted relationships with senior leaders, including program executives, contracting officers, and IT leadership
Maintain disciplined pipeline management and accurate forecasting in a long-cycle sales environment
Align Tricentis solutions to mission outcomes, emphasizing risk reduction, speed, and operational readiness
Partner with Pre-Sales, Customer Success, and ecosystem partners (e.g., SIs, resellers) to execute account strategies
Provide insight into customer priorities, budget cycles, and acquisition pathways to inform go-to-market strategy