SLED Accounts Director
About The Position
Tricentis is seeking an accomplished and strategic Account Director to join its Enterprise Sales team and manage SLED accounts in Ohio and the greater Midwest. The role leads high-value sales cycles with large organizations, builds trusted relationships with senior executives, and drives business outcomes through Tricentis testing and automation solutions. The position requires enterprise sales expertise, disciplined forecasting and pipeline management, and the ability to influence C-suite stakeholders. The Account Director owns and expands strategic SLED enterprise accounts, develops product and business-value knowledge, aligns software solutions with customer goals, and partners with Pre-Sales, Customer Growth, and Marketing to support account strategy and long-term customer success. The role also requires translating customer technical challenges into business impact, using value-selling and MEDDPICC, and working with CRM, sales enablement, and AI tools. Applicants must be authorized to work in the U.S. without current or future employer-sponsored visa support. Candidates must also meet the company's global sanctions and export-control compliance requirements.
Requirements
- 10+ years of related experience in sales or enterprise software.
- 3+ years managing and expanding SLED accounts.
- Demonstrable expertise building and executing strategic customer-expansion plans for enterprise accounts.
- Demonstrable presentation and communication skills, including the ability to articulate the software's unique value proposition to prospective clients.
- Experience with forecasting and pipeline management, using a data-driven approach to revenue predictability and execution.
- Experience engaging C-level and senior IT leaders and aligning software solutions with business goals.
- Experience with CRM and sales enablement tools such as Salesforce, Clari, and Outreach.
- Experience using AI tools such as Claude Chat, Co-Work, or Code.
- Applicants must be authorized to work in the U.S. without current or future employer-sponsored visa sponsorship.
- Candidates must not be listed on applicable government restricted-party lists and must certify that employment would not violate sanctions or export-control regulations.
Nice To Haves
- Knowledge of and/or experience with Tricentis products.
- Quality or software-testing industry experience.
Responsibilities
- Own and expand strategic SLED enterprise accounts by identifying opportunities, building executive relationships, and closing complex, multi-stakeholder deals.
- Develop a deep understanding of Tricentis products and how they drive business value.
- Engage C-level and senior IT leaders, understand their business drivers, and align software solutions with their strategic goals.
- Deliver accurate forecasting and pipeline management while consistently achieving revenue goals.
- Partner with Pre-Sales, Customer Growth, and Marketing to maximize account strategy, customer value, and long-term success.
- Translate technical customer challenges into negative business impact and map Tricentis solutions to quantifiable positive business outcomes.
- Apply MEDDPICC and value-selling practices.
Benefits
- Competitive market salary and success-oriented commission or bonus.
- Supportive and engaged leadership team.
- Career path and professional and personal development.
- 401(k) or pension plan and full benefits package.
- Enhanced statutory maternity and paternity pay.
- Volunteer days, vacation days, public holidays, and flex/floating leave days.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
