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Tricentis is seeking an Account Director to lead enterprise sales growth across the Nordic region from Stockholm. This role owns strategic account expansion, complex multi-stakeholder sales cycles, and executive relationship-building for Tricentis' AI-driven software testing and quality engineering platform. You will identify new opportunities within existing accounts, develop account strategy, engage C-level and senior IT decision-makers, and close six-figure deals. Success requires translating Tricentis' technical capabilities into clear business value aligned with customer transformation goals.
Key responsibilities include: owning and expanding strategic enterprise accounts; developing deep platform knowledge and articulating business value; engaging senior IT stakeholders to understand priorities and quantify business challenges; driving disciplined pipeline management and accurate forecasting; and partnering cross-functionally with Pre-Sales, Customer Growth, and Marketing to deliver coordinated account plans and long-term customer success.
You will work in a hybrid model (3 days in office in Stockholm) and report into the Enterprise Sales team. The role requires navigating long, complex sales cycles with multiple decision-makers, managing six-figure and $500K+ ACV transactions, and maintaining rigorous revenue discipline.
Tricentis is a global leader in software testing and quality engineering, recognized by Gartner, Forrester, and IDC, serving the world's largest and most innovative companies.
REQUIREMENTS:
Must Have:
- Demonstrated success selling complex enterprise B2B SaaS solutions to senior IT stakeholders in large organizations
- Track record of operating across long sales cycles and multiple decision-makers
- Consistent record of achieving or exceeding revenue goals
- Proven ability to close six-figure transactions, including deals above $500K ACV
Nice to Have:
- Knowledge of or experience with Tricentis products or comparable enterprise software platforms
- Background in software quality, testing, automation, DevOps, or related technical domain
Key Skills:
- Strategic account ownership: identifying whitespace, developing account plans, building executive sponsorship, converting opportunities into sustainable growth
- Forecasting and pipeline discipline: using data and qualification criteria to improve revenue predictability
- Executive influence and value selling: engaging senior IT leaders, uncovering business drivers, connecting technical solutions to strategic and financial outcomes
- Business and technical translation: turning complex customer challenges into quantified business impact
- Complex deal execution: structured sales methodologies (MEDDPICC, value-based selling) for multi-stakeholder decisions
- Cross-functional execution: working with Pre-Sales, Customer Growth, Marketing, and peers
- Sales technology fluency: CRM, forecasting, sales enablement, and AI tools (Salesforce, Clari, Outreach, or comparable)
- Personal attributes: coachable, resilient, driven for results, resourceful, collaborative
