SLED Accounts Director

At Tricentis, we’re redefining what’s possible in software testing and quality engineering. Our AI-driven, codeless, and continuous testing platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale.  Recognized as a global leader by Gartner, Forrester, and IDC, Tricentis partners with the world’s largest and most innovative companies. We’re a team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves.  If you’re motivated by challenge, feedback, and the pursuit of excellence, you’ll thrive here.

We’re looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team  SLED accounts in Ohio and the greater Midwest . In this role, you’ll lead high-value sales cycles with some of the world’s largest organizations, building long-term, trusted relationships with senior executives and driving transformational business outcomes through Tricentis’ testing and automation solutions.  You’ll bring deep enterprise sales expertise, a strong grasp of forecasting and pipeline discipline, and the leadership presence to influence at the C-suite level. This is an exciting opportunity for a seasoned sales professional who thrives on complexity, strategy, and delivering measurable impact.     What You’ll Do    Own and expand strategic SLED enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals.  Develop deep understanding of Tricentis' products and how they drive business value  Engage with C-level and senior IT leaders, understanding their business drivers and aligning software solutions to their strategic goals  Deliver accurate forecasting and pipeline management with consistent achievement of revenue goals.  Partner with Pre-Sales, Customer Growth, and Marketing to maximize account strategy and long-term success.

Must Have:   10+ years of related experience in sales or the field of enterprise software.  3+ years managing and expanding SLED accounts.   Demonstrable expertise in building and actioning strategic plans for customer expansion with enterprise accounts.   Demonstrable presentation and communication skills, highlighting your ability to articulate and communicate the unique value proposition of our software to prospective clients.

Knowledge of and/or experience with Tricentis products  Quality/testing industry experience    Skills You Bring  Ownership and expansion of strategic enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals.  Experience in forecasting and pipeline management discipline, with a data-driven approach to revenue predictability and execution  Engaging with C-level and senior IT leaders, understanding their business drivers and aligning software solutions to their strategic goals  Ability to translate technical customer challenges into negative business impact & map Tricentis solutions to quantifiable positive business outcomes  Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success.  Demonstrable experience and appreciation with MEDDPICC & value-selling  Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach)  Experience using AI tools (e.g., Claude Chat/Co-Work/Code)    Who You Are  Coachable: You show self-awareness and growth mindset by seeking feedback and continually refining your approach.  Gritty: You persevere through challenges, adapt quickly, and maintain focus and motivation under pressure.  Driven for Results: You set ambitious goals, take ownership of outcomes, and