Senior Account Executive (India)

Tricentis; Bengaluru; Remote; INR 2,500,000 - 4,200,000; Full time

Benefits offered by this job

Market-competitive salary

Commission / bonus opportunity

Professional development

Job summary

Tricentis in Bengaluru seeks a Senior Account Executive to own and grow a portfolio of enterprise customers in the Indian market. You will manage the full sales cycle, engage C-level stakeholders, and align Tricentis’ testing solutions with business goals to drive revenue growth.

You will forecast accurately and maintain a robust pipeline while collaborating with Pre-Sales, Growth, and Marketing to deliver exceptional outcomes for large enterprises.

Qualifications

• 5+ years of enterprise B2B SaaS sales to IT personas in large Indian enterprises.
• Proven track record of meeting or exceeding quotas in complex multi-stakeholder cycles.
• Experience closing deals >$100k ACV.
• Nice to have: knowledge of Tricentis products and QA/testing industry experience.

Responsibilities

• Own the full enterprise sales cycle—from prospecting and qualification through solution development, negotiation, and close.
• Develop deep understanding of Tricentis products and their business value for customers.
• Engage C-level and senior IT leaders, aligning solutions to strategic goals.
• Deliver accurate forecasting and disciplined pipeline management to hit quarterly/annual targets.
• Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and outcomes.

Skills

Enterprise sales

SaaS

C-level engagement

Forecasting

Cross-functional collaboration

MEDDPICC

CRM proficiency

Tools

Salesforce

Clari

Outreach

Claude AI

Job description

Who we areAt 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 RoleWe’re looking for a Senior Account Executive to join the Tricentis Enterprise Sales team, based in Bengaluru. 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 DoOwn the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close.Develop deep understanding of Tricentis' products and how they drive business valueEngage 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 Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes.QualificationsMust Have:5+ years’ experience selling enterprise B2B SaaS solutions to IT personas of large enterprises in the Indian market.Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales. Experience closing transactions >$100k ACV.Nice to Have:Knowledge of and/or experience with Tricentis productsQuality/testing industry experienceSkills You BringOwnership of the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and closeExperience in forecasting & pipeline management with the ability to accurately predict and deliver on revenue outcomesEngaging 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 impactCross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes.Experience with sales methodologies such as MEDDPICCExperience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach)Experience using AI tools (e.g., Claude Chat/Co-Work/Code)Who You AreCoachable: 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:Market competitive salary + success-oriented commission / bonusSupportive and engaged leadership teamFavorable working atmosphere in a rapidly expanding companyPersonal and professional developmentAnd 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 ComplianceWe 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.