Director of Sales

Tricentis Americas, Inc.; Austin (TX); On-site; USD 180,000 - 300,000; Full time

Job summary

Tricentis Americas, Inc. in Austin, TX is seeking a Director of Sales to lead enterprise sales across Fortune 100 accounts, shaping strategy and accelerating revenue growth.

You will own forecast, pipeline, and team development, recruit and coach top sellers, and collaborate with Sales Engineering, Channels, and Legal to close high-value opportunities.

The role requires a track record of managing large ARR targets, navigating long cycles, and delivering predictable regional performance.

Qualifications

• Led enterprise sales teams with targets >$10M ARR.
• Owned regional revenue, forecasting, and pipeline with clear accountability.
• Led teams through complex cycles with exec stakeholders and multi-functional buyers.
• Deals >$2M ARR and 12+ month sales cycles.
• Sold to C-suite and Fortune 100 level buyers.
• Built and developed high-performing sales organizations.
• Operated in a disciplined, forecast-driven environment.

Responsibilities

• Own quarterly and annual revenue forecast, pipeline, and regional results.
• Inspect deals, enforce sales methodology, and improve forecast accuracy.
• Recruit, develop, and coach enterprise sellers.
• Lead cross-functional collaboration across Sales Engineering, Professional Services, Channels, and Legal to support customer success and strategic opportunities.
• Maintain Salesforce rigor and operational discipline to provide visibility into the business.

Skills

MEDDIC/MEDDPICC

Forecasting

Pipeline management

Executive stakeholder management

AI tools (Claude/Copilot/ChatGPT)

Enterprise sales leadership

Tools

Salesforce

CRM Systems

Job description

Why This Role Exists

As Director, Sales, you will lead enterprise sales execution across a region with significant Fortune 100 account density and complex buying environments.

You will own revenue performance, pipeline creation, talent development, and forecast accuracy.

Success in this role requires bringing discipline and structure to enterprise sales execution while helping your team navigate long sales cycles, executive stakeholders, and high-value opportunities.

You will work closely with senior leadership to drive predictable growth and expand Tricentis' presence across the region.

What You'll Own

You will own the quarterly and annual revenue forecast, pipeline performance, and regional results.

You will inspect deals, enforce sales methodology, and improve forecast accuracy through disciplined execution.

You will recruit, develop, and coach high-performing enterprise sellers.

You will lead cross-functional collaboration across Sales Engineering, Professional Services, Channels, and Legal to support customer success and strategic opportunities.

You will maintain Salesforce rigor and operational discipline to provide visibility into the business.

Challenges

You will help solve

You will drive predictable revenue growth across complex enterprise accounts and long sales cycles.

You will build and scale a high-performing sales organization during a period of market and platform transformation.

You will help customers realize business value from AI-powered quality engineering initiatives.

Required Skills

You will leverage enterprise sales leadership experience to drive performance and deliver regional growth.

You will apply forecasting and pipeline management expertise to create predictable business outcomes.

You will lead complex enterprise sales motions involving executive stakeholders and large strategic transactions.

You will build, coach, and develop sales talent through clear expectations and active performance management.

You will apply disciplined sales methodologies such as MEDDIC or MEDDPICC to improve execution and results.

You will use AI tools such as Claude, Copilot, ChatGPT, or equivalent technologies to improve productivity and decision‑making.

Minimum Qualifications

Demonstrated success leading enterprise sales teams responsible for significant revenue targets in complex business environments.

Experience managing team quotas exceeding $10M ARR.

Experience owning regional revenue performance, forecasting, and pipeline management with accountability for business outcomes.

Experience leading teams through complex enterprise sales cycles involving executive stakeholders and multi‑functional buying groups.

Experience leading enterprise opportunities with deal sizes exceeding $2M ARR and sales cycles of 12+ months.

Demonstrated success selling to C‑suite and C‑1 buyers within Fortune 100 or similarly complex enterprise organizations.

Experience building, hiring, and developing high‑performing sales organizations.

Proven ability to operate within a disciplined sales methodology and forecast‑driven management environment.

Preferred Skills

You may bring experience leading teams through platform repositioning, portfolio transformation, or significant business change initiatives.

You may bring experience selling solutions into IT, DevOps, Application Development, or Business Applications organizations.

You may bring experience managing enterprise territories with significant Fortune 100 account concentration.

You may bring experience operating successfully within highly matrixed go‑to‑market organizations.

You may bring familiarity with AI‑related enterprise technology conversations and value realisation frameworks.

Success in Your First Year

First 90 Days

Build strong relationships across the regional sales organization and key cross‑functional partners.

Assess pipeline health, forecasting practices, territory plans, and team capabilities.

Establish operating cadence, deal inspection processes, and performance expectations aligned to regional objectives.

Six Months

Demonstrate improved pipeline visibility, forecast accuracy, and sales execution consistency.

Implement development plans that improve seller performance and team effectiveness.

Drive measurable progress against regional revenue and pipeline goals.

Twelve Months

Deliver sustained regional performance against annual revenue objectives.

Build a stronger, more capable sales organization through successful recruiting and talent development.

Establish a repeatable operating model that improves forecasting confidence, sales productivity, and customer outcomes.

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.

Tricentis is a global leader in continuous testing and quality engineering.

The Tricentis AI‑based, continuous testing portfolio of products provide a new and fundamentally different way to perform software testing.

An approach that’s totally automated, fully codeless, and intelligently driven by AI.

It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC.

Tricentis has more than 3,000 customers, including the largest brands in the world, such as McKesson, Allianz, Telstra, Dolby, and Vodafone.

To learn more, visit https://www.tricentis.com.