Account Director, Federal

Tricentis • US - Virginia, VA

3d

About The Position

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.

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.
• 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)
• Coachability: You show self-awareness and growth mindset by seeking feedback and continually refining your approach.
• Grit: 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.
• Scrappiness: You’re resourceful, creative, and find ways to win — no matter the constraints, challenging the status quo, while thinking holistically about scale and impact.
• Collaboration: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers.
• 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.
• Applicants must be authorized to work in the U.S. without current or future sponsorship.

Nice To Haves

• Knowledge of and/or experience with Tricentis products
• Quality/testing industry experience

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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed