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Tricentis is a global leader in AI-driven, codeless, and continuous testing platforms recognized by Gartner, Forrester, and IDC. The company partners with the world's largest and most innovative enterprises to accelerate innovation and deliver higher-quality releases.
You will join the Tricentis Enterprise Sales team supporting the Japan market as a Senior Account Executive. In this role, you'll manage and grow a portfolio of enterprise customers and prospects, driving adoption of Tricentis' testing and automation solutions across the region.
Key Responsibilities:
- Own the full enterprise sales cycle from prospecting and qualification through solution development, negotiation, and close
- Develop deep understanding of Tricentis' products and how they drive measurable business value for customers
- Engage C-level and senior IT leaders, understanding their business drivers and aligning Tricentis solutions to their strategic goals
- Deliver accurate forecasting and disciplined pipeline management to ensure consistent attainment of quarterly and annual revenue targets
- Partner cross-functionally with Pre-Sales, Customer Growth, and Marketing teams to drive account success and deliver outstanding customer outcomes
- Lead complex, multi-stakeholder sales cycles with strategic thinking, consultative selling, and executional rigor
You'll thrive in a fast-paced, collaborative, and growth-oriented environment where challenge, feedback, and the pursuit of excellence are valued. The ideal candidate combines ownership mentality, resourcefulness, and the ability to connect technical solutions to business impact.
Tricentis values self-awareness, finishing what you start, moving fast, challenging the status quo, serving customers and communities, solving problems together, and thinking big.
Requirements:
Must Have:
- 5+ years' experience selling enterprise B2B SaaS solutions to IT personas
- Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales environments
- Experience closing transactions with ACV >$100k
- Ownership of the full enterprise sales cycle with demonstrated forecasting and pipeline management capabilities
- Ability to engage C-level and senior IT leaders and connect technical solutions to business impact
- Experience with sales methodologies such as MEDDPICC
- Experience with CRM and sales enablement tools (e.g., Salesforce, Clari, Outreach)
Nice to Have:
- Knowledge of and/or experience with Tricentis products
- Quality/testing industry experience
- Experience using AI tools (e.g., Claude Chat/Co-Work/Code)
Desired Traits:
- Coachable with self-awareness and growth mindset
- Gritty—persevere through challenges and adapt quickly under pressure
- Driven for results with ambitious goal-setting and ownership mentality
- Scrappy and resourceful, finding creative solutions within constraints
- Collaborative team player who celebrates shared success
