Account Director (Benelux)

Join Tricentis, a leading provider of testing and automation solutions, as an Account Director for the Benelux region. In this strategic role, you will lead high-value sales cycles, build long-term relationships with senior executives, and drive transformational business outcomes. You will have a deep understanding of Tricentis' products and their business value, engage with C-level and senior IT leaders, and deliver accurate forecasting and pipeline management. This is an exciting opportunity for a seasoned sales professional who thrives on complexity, strategy, and delivering measurable impact.

• Own and expand strategic enterprise accounts, identifying opportunities, building executive relationships, and closing complex multi-stakeholder deals.
• Develop a deep understanding of Tricentis' products and how they drive business value, engaging with C-level and senior IT leaders to align software solutions to their strategic goals.
• Deliver accurate forecasting and pipeline management with consistent achievement of revenue goals, partnering with Pre-Sales, Customer Growth, and Marketing to maximize account strategy.
• Proven record of exceeding quotas and managing long, complex sales cycles with multiple stakeholders. Experience closing transactions >$500k ACV
• 8+ years experience selling enterprise B2B SaaS solutions to senior IT personas at large enterprises
• Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach)
• Ability to translate technical customer challenges into negative business impact & map Tricentis solutions to quantifiable positive business outcomes
• Quality/testing industry experience
• Knowledge of and/or experience with Tricentis products
• Experience using AI tools (e.g., Claude Chat/Co-Work/Code)
• Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success
• 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
• Ownership and expansion of strategic enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals
• Demonstrable experience and appreciation with MEDDPICC & value-selling
• Gritty: You persevere through challenges, adapt quickly, and maintain focus and motivation under pressure
• Coachable: You show self-awareness and growth mindset by seeking feedback and continually refining your approach
• Collaborative: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers
• Scrappy: You’re resourceful, creative, and find ways to win — no matter the constraints, challenging the status quo, while thinking holistically about scale and impact
• Driven for Results: You set ambitious goals, take ownership of outcomes, and balance both tactical precision and strategic execution