Tricentis

Role Description We’re looking for a Senior Account Executive to join the Tricentis Enterprise Sales team supporting the DACH, Benelux and Nordics regions (Germany-Frankfurt based / Germany-remote). In this role, you’ll manage and grow a portfolio of enterprise customers and prospects, driving adoption of Tricentis’ testing and automation solutions, in particular NeoLoad. NeoLoad enables enterprises to modernize performance engineering through scalable load testing for APIs, microservices, SAP, web, mobile, and enterprise applications. The platform supports both protocol- and browser-based testing and is designed for modern DevOps and CI/CD environments. This role is ideal for a consultative enterprise software seller with experience in performance testing, observability, application monitoring, DevOps, or adjacent application delivery technologies. You’ll lead complex sales cycles, build trusted relationships with executive stakeholders, and consistently deliver accurate forecasting and strong results. This is an exciting opportunity for a proven enterprise seller who combines strategic thinking, consultative selling, and executional rigor - someone who thrives in a fast-paced, collaborative, and growth-oriented environment. What You’ll Do - Own the full enterprise sales cycle - from prospecting and qualification through solution development, negotiation, and close. - Develop deep understanding of Tricentis' products – in particular NeoLoad - and how they drive business value. - 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 targets. - Partner with Core Sales, Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. Qualifications - 5+ years’ experience selling enterprise B2B SaaS solutions to IT personas. - Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales. Experience closing transactions >$100k ACV. - Experience with performance testing, observability, application monitoring, DevOps, or adjacent application delivery technologies would be considered a great plus. - Fluent English and German skills (any other relevant language skills would be considered a plus). Nice to Have - Knowledge of and/or experience with Tricentis products. - Quality/testing industry experience. Skills You Bring - Ownership of the full enterprise sales cycle - from prospecting and qualification through solution development, negotiation, and close. - Experience in forecasting & pipeline management with the ability to accurately predict and deliver on revenue outcomes. - Engaging C-level and senior IT leaders, understanding their business drivers and aligning Tricentis’ solutions to their strategic goals. - Ability to connect technical solutions to business impact. - Cross-functional partnership with Core Sales, Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. - Experience with sales methodologies such as MEDDPICC. - 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 a 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 balance both tactical precision and strategic execution. - 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. - Collaborative: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers. Why Tricentis? - Competitive market salary + success-oriented commission / bonus. - Supportive and engaged leadership team. - Career path and professional & personal development. - A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days. - And more!

• Selling a cutting edge Continuous Testing Software that support the DevOps revolution in IT • Engage, Educate and Transform the way customers deliver better quality software to market faster than ever before. • Part of a close team, including experienced Presales Consultant, working together to improve customer outcomes. • Be part of a start up business, backed by Insight Partners, to dominate the testing software marketplace. • Capable of working in a fast growing, innovative and highly motivated company where each individual contribution to the company's business counts?

Who we are 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. About the Role We’re looking for a Senior Account Executive to join the Tricentis Enterprise Sales team. In this role, you’ll manage and grow a portfolio of enterprise customers and prospects, driving adoption of Tricentis’ testing and automation solutions. You’ll lead complex sales cycles, build trusted relationships with executive stakeholders, and consistently deliver accurate forecasting and strong results. This is an exciting opportunity for a proven enterprise seller who combines strategic thinking, consultative selling, and executional rigor — someone who thrives in a fast-paced, collaborative, and growth-oriented environment. What You’ll Do - Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close. - Deliver accurate forecasting and maintain disciplined pipeline management to ensure consistent attainment of quarterly and annual targets. - Engage with C-level and senior IT leaders, understanding their business drivers and aligning Tricentis solutions to their strategic goals. - Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. - Identify opportunities for account expansion and renewals, working cross-functionally to maximize customer value and retention. - Contribute insights to help shape Tricentis’ go-to-market strategy and strengthen our position in key enterprise accounts. - Actively seek feedback, refine your approach, and contribute to the development of best practices across the global sales organization. Basic Qualifications - 5+ years experience in software sales, with 3+ years of enterprise SaaS experience. - Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales. - Experience with SaaS solution-selling to IT personas. - Demonstrable experience in forecasting and pipeline management skills, with the ability to accurately predict and deliver on revenue outcomes. - Deep curiosity and business acumen — you connect technical solutions to tangible business impact. - Work experience with CRM and sales tools (e.g., Salesforce, Clari, Outreach). 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 balance both tactical precision and strategic execution. - 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. - Collaborative: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers. Why Tricentis? Tricentis Core Values:  At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we’ll achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together. - Demonstrate Self-Awareness: Own your strengths and limitations. - Finish What We Start: Do what we say we are going to do. - Move Fast: Create momentum and efficiency. - Run Towards Change: Challenge the status quo. - Serve Our Customers & Communities: Create a positive experience with each interaction. - Solve Problems Together: We win or lose as one team. - Think Big & Believe: Set extraordinary goals and believe you can achieve them. We offer: - Competitive market salary + success-oriented commission / bonus; - Supportive and engaged leadership team. - Career path and professional & personal development. - 401(k) / pension plan and full benefits package available. - Enhanced statutory Maternity and Paternity Pay - Personal and professional development. - A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days. - And more! Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment. U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.

• Play a pivotal role in advancing the adoption of Tricentis Enterprise solutions within assigned System Integrators • Collaborate closely with key alliances, fostering strategic partnerships, and driving revenue growth • Create joint strategic plans, evangelizing the Tricentis platform, and identifying new business opportunities • Foster and develop partnerships with key System Integrators across Quality Engineering practices, Enterprise Application practices, and Industry specific practices • Collaborate and align with Tricentis GSI Alliance Directors and globally distributed Partner Managers • Develop comprehensive joint strategic plans with alliance managers and directors, outlining specific business goals, priorities, and investment requirements • Define and drive presales and delivery enablement plans for all core Tricentis products • Serve as the primary advocate for Tricentis within the GSI’s in India, engaging partner executives • Collaborate with partner’s sales teams and Tricentis Partner Managers to drive revenue opportunities • Develop and run successful outreach and partner driven sales programs • Create extensive partner networks at both field and executive levels • Plan and execute regional workshops focused on business and technical value propositions • Maintain an accurate pipeline of all opportunities within CRM in collaboration with global partner managers • Consistently surpass performance quotas and targets, demonstrating a strong commitment to achieving and exceeding regional goals

• Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close. • Deliver accurate forecasting and maintain disciplined pipeline management to ensure consistent attainment of quarterly and annual targets. • Engage with C-level and senior IT leaders, understanding their business drivers and aligning Tricentis solutions to their strategic goals. • Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. • Identify opportunities for account expansion and renewals, working cross-functionally to maximize customer value and retention. • Contribute insights to help shape Tricentis’ go-to-market strategy and strengthen our position in key enterprise accounts. • Actively seek feedback, refine your approach, and contribute to the development of best practices across the global sales organization.

• Own and grow a portfolio of DoD accounts, expanding relationships across program, procurement, and technical stakeholders • Identify and develop opportunities aligned to DoD modernization priorities, including software delivery, DevSecOps, and digital transformation initiatives • Lead complex sales cycles involving multiple stakeholders, contract vehicles, and procurement processes • Build trusted relationships with senior leaders, including program executives, contracting officers, and IT leadership • Maintain disciplined pipeline management and accurate forecasting in a long-cycle sales environment • Align Tricentis solutions to mission outcomes, emphasizing risk reduction, speed, and operational readiness • Partner with Pre-Sales, Customer Success, and ecosystem partners (e.g., SIs, resellers) to execute account strategies • Provide insight into customer priorities, budget cycles, and acquisition pathways to inform go-to-market strategy

• Champion projects that drive Tricentis’ and partner long-range goals. • Develop and deploy new or enhanced joint solutions across practices such as Quality Engineering, SAP, Oracle, and Workday, generating meaningful incremental revenue. • Engage virtual cross-functional Tricentis and partner teams to develop compelling, differentiated value propositions, including risk and competitive analysis. • Meet quarterly and annual partner led business development and revenue goals. • Anticipate industry and partner practice trends and leverage this insight to guide global GTM activities. • Creates joint solutions/GTM plays that create competitive (but non-exclusive) competitive differentiation for the partnership. • Establish and proactively grow strong C-suite and senior executive relationships with GSI leadership across global regions (Americas, EMEA, APAC). • Serve as a trusted advisor on joint GTM solutions, technology strategy, and practice buildout. • Lead and manage QBRs and executive updates. • Articulate Tricentis value propositions in terms of business outcomes relevant to GSI industry and practice leaders and their clients. • Advocate for partner initiatives internally while representing Tricentis externally across GSI practice communities. • Leverage the full Tricentis portfolio to add value to GSI client transformations, digital modernization programs, and cloud migration initiatives. • Act as a trusted advisor to partner with IT and technical executives, particularly those leading Quality Engineering, SAP, Oracle, and Workday practice groups. • Demonstrate thought leadership by applying Tricentis technologies to solve emerging partner and customer challenges. • Guide partner practice strategies, certifications, training, and delivery methodologies to embed Tricentis as technology of choice for both the partners and for partner-influences deal pursuits. • Anticipate product, services, and industry trends, leveraging this insight to create added value for partner practices and clients. • Maintain working knowledge of the Tricentis portfolio and integrate end-to-end solutions into GSI delivery offerings. • Lead identification and development of joint solutions relevant to GSI practice offerings and customer transformation agendas.

Who we are 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. What You’ll Do Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close.​ Basic Qualifications 5+ years experience in software sales, with 3+ years of enterprise SaaS experience.​ Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales.​ Experience with SaaS solution-selling to IT personas.​ Demonstrable experience in forecasting and pipeline management skills, with the ability to accurately predict and deliver on revenue outcomes.​ Deep curiosity and business acumen — you connect technical solutions to tangible business impact.​ Work experience with CRM and sales tools (e.g., Salesforce, Clari, Outreach). Why Tricentis? Tricentis Core Values: At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we’ll achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together. Demonstrate Self-Awareness: Own your strengths and limitations. Finish What We Start: Do what we say we are going to do. Move Fast: Create momentum and efficiency. Run Towards Change: Challenge the status quo. Serve Our Customers & Communities: Create a positive experience with each interaction. Solve Problems Together: We win or lose as one team. Think Big & Believe: Set extraordinary goals and believe you can achieve them. We offer: Market competitive salary + success-oriented commission / bonus Supportive and engaged leadership team. Career path and professional & personal development. 401(k) / pension plan and full benefits package available. Enhance statutory Maternity and Paternity Pay Personal and professional development. A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days. And more! Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment. U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.

• Own and expand strategic enterprise accounts — identifying new business opportunities, building executive relationships, and closing complex, multi-stakeholder deals. • Deliver accurate forecasting and pipeline management, providing visibility into key performance metrics and ensuring consistent achievement of revenue goals. • Develop a deep understanding of Tricentis’ platform, aligning our solutions to the strategic business and technical objectives of global enterprises. • Partner closely with Pre-Sales, Customer Growth, and Marketing to drive account strategy, maximize customer value, and ensure long-term success. • Engage with C-level and senior IT decision-makers, influencing enterprise transformation and adoption of Tricentis solutions. • Mentor and collaborate with peers to elevate sales excellence across the team, contributing to a culture of continuous learning and growth. • Provide strategic feedback and market insights to shape Tricentis’ go-to-market strategy and support scalable success across the organization.

• Lead and participate in discovery sessions with international clients to understand and identify pain points, laying the foundation for an innovative value proposition based on our product portfolio. • Take the technical lead and responsibility during the software sales cycle. • Support our sales team in all technical and solution-related matters. • Build and maintain relationships with technical decision-makers and influencers in your account base. • Utilize your business knowledge and industry experience to identify quality assurance challenges and trends, developing tailored value propositions. • Harness your Presales skills to create innovative "art of the possible" demos and establish a trusted relationship with customer stakeholders. • Evangelize our quality assurance methodology best practices. • Participate in appropriate product, sales, and procedural training sessions to acquire and maintain the knowledge necessary for effectiveness in the position. • Demonstrate initiative, self-motivation, and deliver high-quality results, meeting expectations for both internal and external customers. • Represent the company and our software solution with passion and enthusiasm. • Share any innovations and findings with the wider Presales community. • Help create Business cases and ROI models for customers. • Show a love for technology and willingness to get under the hood to understand to understand how our solutions work.