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Account Director - Tricentis SeaLights UKI

Location: London

About Tricentis SeaLights

Tricentis SeaLights is the leader in Quality Intelligence, empowering software engineering teams to release faster with confidence by providing unparalleled visibility into test coverage and quality risk assessment. As part of the Tricentis portfolio, SeaLights integrates with DevOps pipelines to optimize testing efforts, eliminate production defects, and accelerate time-to-market for enterprises.

About the Role

We are seeking a highly driven Account Director to join our growing team. In this role, you will be responsible for selling Tricentis SeaLights to enterprise customers, focusing on DevOps, Engineering, and QA leaders. This is an outbound-heavy role, requiring a strategic approach to account mapping, relationship-building, and multi-threaded sales cycles with Fortune 2000 organizations. You will work closely with internal teams (BDRs, Marketing, Solutions Engineers, and Product) to drive pipeline growth and revenue.

Key Responsibilities

• Own the full sales cycle from prospecting to close, focusing on net new business development.
• Drive an outbound sales motion, engaging in strategic account mapping and multi-threaded selling to key decision-makers, including VPs, SVPs, and C-level executives in DevOps, Engineering, and QA.
• Develop and execute a targeted sales strategy for Fortune 2000 enterprises, focusing on industries with complex software development environments (e.g., Finance, Retail, Healthcare, and Technology).
• Work collaboratively with BDRs, Marketing, and Product teams to align outreach efforts, messaging, and positioning.
• Conduct discovery calls and product demos to showcase the value of SeaLights in improving test efficiency, accelerating releases, and reducing risk.
• Manage complex sales cycles with multiple stakeholders, procurement processes, and six-to seven-figure deal sizes.
• Provide accurate forecasting and pipeline management through CRM tools (Salesforce, Clari, etc.).
• Stay up to date with DevOps, software testing, and CI/CD trends to tailor messaging and sales strategies.
• Represent Tricentis SeaLights at industry events, conferences, and partner engagements.

Qualifications & Experience

• 10+ years of enterprise sales experience in DevOps, Testing, or Software Development tools, selling into large enterprises.
• Proven track record in outbound-driven, full-cycle enterprise sales, with successful quota attainment.
• Experience selling to senior engineering leadership (VP of Engineering, CTO, QA Leaders, etc.).
• Strong strategic account planning and multi-threaded selling skills, with the ability to navigate complex organizational structures.
• Ability to articulate technical value propositions to both technical and business decision-makers.
• Experience selling SaaS solutions in a complex, consultative sales environment.
• Excellent communication, negotiation, and presentation skills.
• Strong CRM proficiency (Salesforce preferred).
• Self-starter with a growth mindset, thriving in a fast-paced startup environment.
• Willingness to travel (if needed) for client meetings and events.

Nice to Have

• Experience selling into Fortune 500 enterprises.
• Familiarity with AI-driven software testing and DevOps analytics solutions.
• Prior success working at a high-growth SaaS company.

Why Join Us?

• Work at the intersection of DevOps, AI, and Software Testing with an industry-leading product.
• Competitive compensation package with uncapped commission.
• Fast-growing team with career advancement opportunities.
• Work with Fortune 2000 companies and build high-impact relationships with tech leaders.
• Be part of Tricentis’ global expansion and growth in the Quality Intelligence market.

Tricentis Core Values:

• 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:

• Supportive and engaged leadership team.
• Career path and professional & personal development.
• Modern and new office space in the heart of London
• Pension plan, Private health insurance and Group Life Insurance
• Enhance statutory Maternity and Paternity Pay
• 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.