Account Director - SAP Strategic Sales, TOLA

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 an accomplished and strategic Account Director to join the Tricentis Strategic SAP Sales team. In this role, you’ll lead high-value sales cycles with some of the world’s largest organizations, building long-term, trusted relationships with senior executives and driving transformational business outcomes through Tricentis’ testing and automation solutions. 

You’ll bring deep enterprise sales expertise, a strong grasp of forecasting and pipeline discipline, and the leadership presence to influence at the C-suite level. This is an exciting opportunity for a seasoned sales professional who thrives on complexity, strategy, and delivering measurable impact. 

What You’ll Do 

• Develop and maintain relationships directly with SAP AEs (BTM & IAE), Customers, as well as Tricentis sellers with the goal of driving SAP SolEx revenue in the TOLA region 

• Grow pipeline for new and existing customers in region 

• Articulate the Tricentis platform and how it ties into SAP's Integrated Toolchain 

• 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. 

Basic Qualifications 

• 10+ years experience in software sales, with 5+ years of enterprise SaaS experience. 

• Expertise with solution-selling to IT personas at large enterprise companies. 

• Experience driving SAP SolEx revenue results 

• Experience driving full accountability for performance in the TOLA region 

• Proven record of exceeding quotas and managing long, complex sales cycles with multiple stakeholders. 

• Work experience in forecasting and pipeline management discipline, with a data-driven approach to revenue predictability and execution. 

• Demonstrable experience and appreciation for sales methodologies e.g. MEDDPICC 

• Ability to articulate and translate complex technical solutions into business value. 

• Experience with CRM and sales enablement 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. 

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) 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!