Director of Sales

Tricentis • Austin, TX

5d

About The Position

The Director of Sales leads enterprise sales execution across a region with significant Fortune 100 account density and complex buying environments. The role owns revenue performance, pipeline creation, talent development, and forecast accuracy, bringing discipline and structure to enterprise sales execution while guiding the team through long sales cycles, executive stakeholder engagement, and high-value opportunities. The Director works closely with senior leadership to drive predictable growth and expand Tricentis' presence across the region.

The role owns quarterly and annual revenue forecasts, pipeline performance, and regional results. It recruits, develops, and coaches enterprise sellers; inspects deals and enforces sales methodology; and collaborates with Sales Engineering, Professional Services, Channels, and Legal. The Director maintains Salesforce rigor and operational discipline to provide business visibility.

Success includes driving predictable growth across complex enterprise accounts, building a high-performing sales organization through market and platform transformation, and helping customers realize business value from AI-powered quality engineering initiatives. In the first year, the Director is expected to assess pipeline, forecasts, territories, and team capabilities; establish an operating cadence and performance expectations; improve pipeline visibility and forecast accuracy; and deliver regional revenue objectives while developing a repeatable operating model.

Requirements

• Demonstrated success leading enterprise sales teams responsible for significant revenue targets in complex business environments.
• Experience managing team quotas exceeding $10M ARR.
• Experience owning regional revenue performance, forecasting, and pipeline management with accountability for business outcomes.
• Experience leading complex enterprise sales cycles involving executive stakeholders and multi-functional buying groups.
• Experience leading enterprise opportunities with deal sizes exceeding $2M ARR and sales cycles of 12 or more months.
• Demonstrated success selling to C-suite and C-1 buyers within Fortune 100 or similarly complex enterprise organizations.
• Experience building, hiring, and developing high-performing sales organizations.
• Ability to operate within a disciplined sales methodology and forecast-driven management environment.
• Experience with disciplined sales methodologies such as MEDDIC or MEDDPICC.
• Ability to use AI tools such as Claude, Copilot, ChatGPT, or equivalent technologies to improve productivity and decision-making.
• Must be authorized to work in the U.S. without current or future employer-sponsored visa sponsorship.
• Must not be listed on government restricted party lists and must certify that employment would not violate sanctions or export control regulations; candidates must report relevant status changes during the application process or employment.

Nice To Haves

• Experience leading teams through platform repositioning, portfolio transformation, or significant business change initiatives.
• Experience selling solutions into IT, DevOps, Application Development, or Business Applications organizations.
• Experience managing enterprise territories with significant Fortune 100 account concentration.
• Experience operating successfully within highly matrixed go-to-market organizations.
• Familiarity with AI-related enterprise technology conversations and value realization frameworks.

Responsibilities

• Own quarterly and annual revenue forecasts, pipeline performance, and regional results.
• Inspect deals, enforce sales methodology, and improve forecast accuracy through disciplined execution.
• Recruit, develop, and coach high-performing enterprise sellers.
• Lead cross-functional collaboration with Sales Engineering, Professional Services, Channels, and Legal to support customer success and strategic opportunities.
• Maintain Salesforce rigor and operational discipline to provide visibility into the business.
• Drive predictable revenue growth across complex enterprise accounts and long sales cycles.
• Build and scale a high-performing sales organization during market and platform transformation.
• Help customers realize business value from AI-powered quality engineering initiatives.
• Assess pipeline health, forecasting practices, territory plans, and team capabilities.
• Establish operating cadence, deal inspection processes, and performance expectations aligned to regional objectives.
• Implement development plans that improve seller performance and team effectiveness.
• Drive progress against regional revenue and pipeline goals and deliver sustained performance against annual revenue objectives.
• Establish a repeatable operating model that improves forecasting confidence, sales productivity, and customer outcomes.

What This Job Offers

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