Director of Sales

Tricentis•Austin, TX

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 structure and discipline to enterprise sales execution while helping teams navigate long sales cycles, executive stakeholders, and high-value opportunities. The Director works closely with senior leadership to drive predictable growth and expand Tricentis' presence across the region. The position is responsible for quarterly and annual revenue forecasts, pipeline performance, and regional results; inspecting deals, enforcing sales methodology, and improving forecast accuracy; recruiting, developing, and coaching enterprise sellers; coordinating with Sales Engineering, Professional Services, Channels, and Legal; and maintaining Salesforce rigor and operational visibility. The role focuses on predictable growth across complex enterprise accounts, scaling a high-performing sales organization during market and platform transformation, and helping customers realize business value from AI-powered quality engineering initiatives. Success during the first year includes establishing relationships and operating practices, improving pipeline visibility and forecast accuracy, progressing regional revenue and pipeline goals, and building a stronger sales organization.

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 teams through 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+ 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.
Proven ability to operate within a disciplined sales methodology and forecast-driven management environment.
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.

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 across 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.
Establish relationships with the regional sales organization and key cross-functional partners.
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.
Deliver sustained regional performance against annual revenue objectives and establish a repeatable operating model that improves forecasting confidence, sales productivity, and customer outcomes.