Job title: Sr. Account Executive – Germany (Public Sector)
Location: Germany – remote
Language requirements: English – fluent, German – native speaker
This is a remote role for candidates residing in Germany.
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 Senior Account Executive to join the Tricentis Sales team in Germany to cover public sector. This role owns the growth and expansion of existing accounts plus new business, leading complex sales cycles and building trusted relationships with senior executives to connect Tricentis’ testing and automation solutions to meaningful business outcomes.
Success requires enterprise SaaS sales expertise, rigorous forecasting and pipeline management, and the ability to influence public-sector decision makers: IT service providers and federal and state IT leadership. This is an opportunity to shape account strategy, create long-term customer value, and deliver measurable revenue impact in a complex public sector environment.
What You’ll Do
- Own and expand strategic public sector accounts by identifying new opportunities, shaping account strategy, building executive relationships, and closing complex, multi-stakeholder deals.
- Build the partner- and multiplier-led route via ITZBund, Dataport, municipal data centers and SIs.
- Develop a deep understanding of the Tricentis platform and translate technical capabilities into clear business value for enterprise customers.
- Engage C-level and senior IT decisionmakers to understand strategic priorities, quantify business challenges, and align solutions to transformation goals.
- Drive disciplined pipeline management and accurate forecasting, creating visibility into deal progress, risks, and the actions required to achieve revenue goals.
- Partner with Pre-Sales, Customer Growth, Marketing, Partner Alliances, and other stakeholders to deliver coordinated account plans, increase customer value, and support long-term success.
Qualifications
Must Have:
- 5+ years of enterprise software sales experience in SaaS or complex enterprise technology environments.
- Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales.
- German native speaker - most customer work and content are in German.
Nice to Have:
- Knowledge of and/or experience with Tricentis products or comparable enterprise software platforms.
- Experience and proven success in German Public Sector and/or experience in selling with partners.
- Experience with public procurement: tenders and framework agreements (Vergabe, Rahmenverträge).
Skills You Bring
- Strategic account ownership: Evidence of identifying whitespace, developing focused account plans, building executive sponsorship, and converting opportunities into sustainable growth.
- Forecasting and pipeline discipline: Experience using data, qualification criteria, and clear next steps to improve revenue predictability and execution.
- Executive influence and value selling: Ability to engage senior IT leaders, uncover business drivers, and connect technical solutions to strategic and financial outcomes.
- Business and technical translation: Ability to turn complex customer challenges into quantified business impact and position Tricentis solutions against measurable outcomes.
- Complex deal execution: Demonstrated use of structured sales methodologies such as MEDDPICC and value-based selling to navigate multi-stakeholder decisions.
- Cross-functional execution: Experience working with Pre-Sales, Customer Growth, Marketing, and peers to strengthen account strategy and customer outcomes.
- Sales technology fluency: Practical experience with CRM, forecasting, sales enablement, and AI tools, such as Salesforce, Clari, Outreach, or comparable platforms.
Who You Are
- Eager to learn, willing to go the extra mile and open to AI and new tech.
- Coachable: You actively seek feedback, apply new learning, and refine your approach based on evidence and customer insight.
- Resilient: You maintain focus through long, complex sales cycles, adapt when conditions change, and turn setbacks into informed next steps.
- Driven for Results: You set ambitious goals, take ownership of outcomes, and combine strategic thinking with disciplined execution.
- Resourceful: You find practical ways through ambiguity and constraints while keeping account strategy, customer value, and scale in view.
- Collaborative: You share information, invite expertise, and work across teams to solve customer problems and deliver shared success.
What Success Looks Like
- Within your first six months, you can confidently articulate the value of the Tricentis platform to German public-sector stakeholders, clearly differentiating our solutions from competitors and the status quo.
- You develop and begin executing a strategic territory plan that reflects the specific dynamics of German public-sector procurement and maximizes Tricentis’ long-term impact across the market.
- You establish meaningful progress with two to three key public-sector multipliers, such as ITZBund, Dataport, or relevant municipal data-center hosting organizations.
- You advance qualification and vetting processes that position Tricentis as a preferred solution for quality assurance and test automation across ministries and other public-sector entities.
- You build an effective partner-led approach to the territory, combining MEDDPICC and value-based selling with an understanding of public tenders, award processes, and the specific decision dynamics of the German public sector.
- You demonstrate curiosity, coachability, and adaptability by quickly building knowledge of quality engineering, the Tricentis product portfolio, and emerging technologies, including AI.
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.
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.
