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'll 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 realization 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.
