Account Director, DoD

Job not on LinkedIn

🕒 April 8

⚔️ Virginia – Remote

⚔️ Virginia – Remote

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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Tricentis

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

💰 Series B on 2017-01

Enterprise • SaaS • Artificial Intelligence

Tricentis is a leading provider of enterprise test automation solutions, leveraging artificial intelligence to enhance software delivery through smarter, faster testing processes. The company offers a comprehensive suite of testing capabilities, including test automation, test management, performance testing, and data integrity solutions. Tricentis supports a wide array of applications and industries, with a focus on continuous testing for digital businesses. Their platform is designed to accelerate testing, ensuring quality at speed and reducing costs and risks associated with software changes.

📋 Description

• Own and grow a portfolio of DoD accounts, expanding relationships across program, procurement, and technical stakeholders • Identify and develop opportunities aligned to DoD modernization priorities, including software delivery, DevSecOps, and digital transformation initiatives • Lead complex sales cycles involving multiple stakeholders, contract vehicles, and procurement processes • Build trusted relationships with senior leaders, including program executives, contracting officers, and IT leadership • Maintain disciplined pipeline management and accurate forecasting in a long-cycle sales environment • Align Tricentis solutions to mission outcomes, emphasizing risk reduction, speed, and operational readiness • Partner with Pre-Sales, Customer Success, and ecosystem partners (e.g., SIs, resellers) to execute account strategies • Provide insight into customer priorities, budget cycles, and acquisition pathways to inform go-to-market strategy

🎯 Requirements

• 10+ years of software sales experience, including 5+ years in enterprise SaaS • Demonstrated success selling into Department of Defense and/or Intelligence Community accounts • Strong understanding of federal procurement processes, contract vehicles (e.g., GWACs, IDIQs), and budget cycles • Track record of achieving or exceeding quota in complex, multi-stakeholder environments • Experience engaging with both technical and non-technical stakeholders, including program and acquisition teams • Familiarity with sales methodologies such as MEDDICC • Strong forecasting, pipeline management, and account planning skills • Proficiency with CRM and sales tools (e.g., Salesforce, Clari, Outreach)

🏖️ Benefits

• Competitive base salary plus performance-based commission • Comprehensive benefits package, including 401(k) • Generous paid time off and leave options • Professional development and career growth opportunities • A collaborative, results-driven culture