Account Director (100% remote role in US)

# Account Director Location: Remote New York, NY, Boston, MA, Austin, TX, or San Francisco, CA ## ### **About the job:** Testlio’s fully managed crowdsourced testing platform, powered by our proprietary intelligence technology - LeoAI EngineTM, integrates expert, on-demand testers directly into your release process. Ship faster and more confidently with global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages. To learn more, visit [](https://testlio.com/). We are hiring an **Account Director** to focus on new business acquisition and open new enterprise logos across product-led companies. In this role, you will be required to be a hunter, to open doors, build a pipeline from scratch, and lead complex multi-stakeholder deal cycles with senior product and engineering executives. Joining our Growth team, you will act as a key revenue driver targeting $300K+ annual contract value opportunities. This is not an account management or renewal-focused role. ## ### **Why will you love this job?** - **Drive high-impact deal strategy:** You will own complex, multi-threaded sales cycles from initial prospecting to procurement, closing six-figure deals ($300K+ ACV) with product and engineering leaders. Success here looks like someone who can navigate a real sales cycle — multiple influencers, a technical evaluation, procurement, and a business case — not a transactional, single-call close. - **Autonomy to build from scratch:** You get to operate as an entrepreneurial hunter in a defined territory, using your market knowledge to build and execute your own pipeline generation strategy. ## ### **Why will you love being a part of Testlio?** - **Great Culture**: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our [inclusive, purpose-driven culture](https://testlio.com/culture/) where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers, while also contributing to our freelance network. - **Remote Work**: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a [fully remote and globally distributed team](https://testlio.com/blog/building-a-strong-culture-remotely/). Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace. - **Investment in You**: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development. - **Winning Business**: Testlio is growing, profitable, and cash-strong. We are leading our industry with [exceptional clients](https://testlio.com/customers/) who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Several of our largest clients have been with us for 7+ years, and many spend $500K+/year with Testlio. ## ### **What would your day look like?** - Proactively generate and build net-new sales pipeline in your designated territory through targeted outbound prospecting and network outreach. - Lead end-to-end consultative sales processes with senior product, QA, and engineering executives (VP/Director level) at target mid-market and enterprise logos. - Formulate and present tailored business cases connecting Testlio's testing solutions to prospects' operational and quality challenges. - Manage complex, multi-stakeholder deal execution through technical evaluations, business case approvals, and legal/procurement negotiations. - Apply domain insights in key verticals, particularly financial services and retail/B2C, to tailor Go-To-Market messaging and displace competitors. - Partner with internal solutions engineering, marketing, and GTM leadership to sharpen territory strategy and deal velocity. ## ### **What do you need to succeed?** **Technical Skills** - 8+ years of experience in enterprise B2B new business development with a proven record of self-generating pipeline and closing net-new logos. - Demonstrated success navigating complex sales cycles and closing deals with $300K+ Annual Contract Value (ACV). - Track record of selling software solutions or technical services directly to product management, engineering, or QA leaders. - Domain experience selling into financial services, retail, or related high-volume B2C software verticals. - Familiarity with the software testing, QA ecosystem, or technical SaaS category sales motions. - Proven capability in managing multi-threaded evaluations involving technical, security, and procurement stakeholders. **Human Skills** - Hunter mindset: Motivated by outbound outreach, initiating cold conversations, and closing new business logos. - Strategic problem-solver: Able to quickly digest complex technical environments and articulate business value to senior buyers. - Complex negotiation: Experienced in navigating multi-buyer dynamics, technical evaluations, and contract negotiations. - Clear communicator: Exceptional ability to lead structured, executive-level discussions and present complex business cases. - Resilient execution: Ability to maintain high momentum across multi-month enterprise sales cycles. - Adaptable collaborator: Works cross-functionally with pre-sales and marketing to optimize territory engagement. ## ### **What is the application process?** At Testlio, we aim to hire individuals who are excited about their role, thrive in a fully remote environment, and have strong long-term potential with our team. Because we are a fully distributed company, our interview process includes conversations with several team members so you can get a well-rounded understanding of the role, the people you’ll work with, and how we collaborate. As a result, our interview process typically takes 3–4 weeks to complete. Interview Process: - Application - Recruiter interview - TestGorilla assessment - ~ 3-4 Team and Stakeholder interviews - Reference checks - Offer & background check **Diversity and Inclusion** Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female-founded, and 46% of our team members identify as women. For more information, see the [DEI section](https://testlio.com/diversity-equity-and-inclusion/) of our website. ##