Senior Account Executive

Who we are

At Tricentis, we’reredefiningwhat’spossible 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’rea team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves.

Ifyou’remotivated by challenge, feedback, and the pursuit of excellence, you’llthrive here.

About the Role

We’relooking for a Senior Account Executive to join the Tricentis Enterprise Sales team supporting the Japan market. In this role, you’llmanage and grow a portfolio of enterprise customers and prospects, driving adoption of Tricentis’ testing and automation solutions. You’lllead complex sales cycles, build trusted relationships with executive stakeholders, and consistently deliveraccurateforecasting 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.

• Deliveraccurateforecasting 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’ experienceselling 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 toHave:

• 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 businessdriversand 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 showself-awarenessand growth mindset by seeking feedback and continually refining your approach.

• Gritty: You persevere through challenges, adapt quickly, andmaintainfocus 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’reresourceful, 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 thatbenefitboth 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 howwe’llachieve 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 ofleave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days.

• And more!