Senior Account Executive

Job description

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 a Senior Account Executive to join the Tricentis Enterprise Sales team supporting the Japan market. In this role, you’ll manage and grow a portfolio of enterprise customers and prospects, driving adoption of Tricentis’ testing and automation solutions. You’ll lead complex sales cycles, build trusted relationships with executive stakeholders, and consistently deliver accurate forecasting and strong results. This is an exciting opportunity for a proven enterprise seller who combines strategic thinking, consultative selling, and executional rigor — someone who thrives in a fast-paced, collaborative, and growth-oriented environment. What You’ll Do Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close. Develop deep understanding of Tricentis' products and how they drive business value. Engage C-level and senior IT leaders, understanding their business drivers and aligning Tricentis’ solutions to their strategic goals. Deliver accurate forecasting and disciplined pipeline management to ensure consistent attainment of quarterly and annual targets. Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. Qualifications Must Have: 5+ years’ experience selling enterprise B2B SaaS solutions to IT personas Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales. Experience closing transactions >$100k ACV. Nice to Have: Knowledge of and/or experience with Tricentis products Quality/testing industry experience Skills You Bring Ownership of the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close Experience in forecasting & pipeline management with the ability to accurately predict and deliver on revenue outcomes Engaging C-level and senior IT leaders, understanding their business drivers and aligning Tricentis’ solutions to their strategic goals. Ability to connect technical solutions to business impact Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. Experience with sales methodologies such as MEDDPICC Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach) Experience using AI tools (e.g., Claude Chat/Co-Work/Code) 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. Why Tricentis? 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 Personal and professional development A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days. And more! 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.