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Tricentis is seeking an Account Director to lead enterprise sales in the Benelux region from Amsterdam. This role owns the growth and expansion of strategic enterprise accounts, managing complex sales cycles and building trusted relationships with C-suite and senior IT executives. You will connect Tricentis' AI-driven testing and quality engineering platform to meaningful business outcomes for large organizations.
Key Responsibilities:
- Own and expand strategic enterprise accounts by identifying new opportunities, shaping account strategy, and closing complex multi-stakeholder deals.
- Develop deep understanding of the Tricentis platform and translate technical capabilities into clear business value for enterprise customers.
- Engage C-level and senior IT decision-makers to understand strategic priorities, quantify business challenges, and align solutions to transformation goals.
- Drive disciplined pipeline management and accurate forecasting, creating visibility into deal progress and actions required to achieve revenue goals.
- Partner with Pre-Sales, Customer Growth, Marketing, and other stakeholders to deliver coordinated account plans and support long-term customer success.
Tricentis is a global leader in software testing and quality engineering, recognized by Gartner, Forrester, and IDC. The company partners with the world's largest and most innovative enterprises. The role is hybrid, requiring 3 days per week in the Amsterdam office.
Requirements:
Must Have:
- Demonstrated success selling complex enterprise B2B SaaS solutions to senior IT stakeholders in large organizations, with evidence of operating across long sales cycles and multiple decision-makers.
- Consistent record of achieving or exceeding revenue goals and closing six-figure transactions, including deals above $500K ACV.
- Strategic account ownership: identifying whitespace, developing focused account plans, building executive sponsorship, and converting opportunities into sustainable growth.
- Forecasting and pipeline discipline: using data, qualification criteria, and clear next steps to improve revenue predictability and execution.
- Executive influence and value selling: ability to engage senior IT leaders, uncover business drivers, and connect technical solutions to strategic and financial outcomes.
- Business and technical translation: ability to turn complex customer challenges into quantified business impact and position solutions against measurable outcomes.
- Complex deal execution: demonstrated use of structured sales methodologies such as MEDDPICC and value-based selling to navigate multi-stakeholder decisions.
- Cross-functional execution: experience working with Pre-Sales, Customer Growth, Marketing, and peers to strengthen account strategy and customer outcomes.
- Sales technology fluency: practical experience with CRM, forecasting, sales enablement, and AI tools such as Salesforce, Clari, Outreach, or comparable platforms.
Nice to Have:
- Knowledge of Tricentis products or comparable enterprise software platforms.
- Experience in software quality, testing, automation, DevOps, or another relevant technical domain.
