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Tricentis is a global leader in AI-driven, codeless, and continuous testing platforms. The company partners with the world's largest enterprises to accelerate innovation and digital velocity at scale, recognized by Gartner, Forrester, and IDC.
You will join the Enterprise Sales team as a Senior Account Executive responsible for the Malaysia and Thailand markets. This role involves managing and growing a portfolio of enterprise customers and prospects, driving adoption of Tricentis' testing and automation solutions across the region.
Key Responsibilities:
- Own the complete enterprise sales cycle from prospecting and qualification through solution development, negotiation, and close
- Develop deep understanding of Tricentis products and their business value drivers
- Engage C-level and senior IT leaders, understanding their strategic business drivers and aligning Tricentis solutions to their goals
- Deliver accurate forecasting and disciplined pipeline management to ensure consistent quarterly and annual target attainment
- Partner with Pre-Sales, Customer Growth, and Marketing teams to drive account success and customer outcomes
- Manage complex, multi-stakeholder sales cycles with focus on enterprise deals
You will thrive in a fast-paced, collaborative, growth-oriented environment where challenge, feedback, and excellence are valued. The role requires strategic thinking, consultative selling, and executional rigor.
Tricentis offers a hybrid work arrangement with 3 days return to office, market-competitive salary with success-oriented commission/bonus, supportive leadership, and opportunities for personal and professional development.
Requirements:
Must Have:
- 5+ years' experience selling enterprise B2B SaaS solutions to IT personas in Malaysia and/or Thailand markets
- Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales
- Experience closing transactions >$100k ACV
- Ownership of full enterprise sales cycle with ability to manage forecasting and pipeline accurately
- Experience engaging C-level and senior IT leaders and connecting technical solutions to business impact
- Cross-functional partnership experience with Pre-Sales, Customer Growth, and Marketing
- Experience with sales methodologies such as MEDDPICC
- Proficiency with CRM and sales enablement tools (e.g., Salesforce, Clari, Outreach)
- Experience using AI tools (e.g., Claude Chat/Co-Work/Code)
Nice to Have:
- Knowledge of and/or experience with Tricentis products
- Quality/testing industry experience
Desired Attributes:
- Coachable with self-awareness and growth mindset
- Gritty—persevere through challenges, adapt quickly, maintain focus 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
