Senior Account Executive – Public Sector

🔥 14 minutes ago

🇩🇪 Germany – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Just posted.
• Jobs at this company usually fill in 47 days.
• No salary listed.

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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 expand strategic German public-sector accounts • Identify new opportunities, shape account strategy, build executive relationships, and close complex multi-stakeholder deals • Build partner- and multiplier-led routes via ITZBund, Dataport, municipal data centers, and systems integrators • Develop deep knowledge of the Tricentis platform and translate technical capabilities into business value • Engage C-level and senior IT decision-makers to understand priorities, quantify challenges, and align solutions to transformation goals • Manage pipeline rigorously and provide accurate forecasting • Partner with Pre-Sales, Customer Growth, Marketing, Partner Alliances, and other stakeholders on coordinated account plans • Increase customer value and support long-term customer success • Develop and execute a territory plan for German public-sector procurement • Establish progress with key public-sector multipliers • Advance qualification and vetting processes positioning Tricentis as a preferred quality assurance and test automation solution • Apply MEDDPICC and value-based selling while navigating public tenders, award processes, and German public-sector decision dynamics

🎯 Requirements

• Candidates must reside in Germany • English – fluent • German – native speaker; most customer work and content are in German • 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 • 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) • Experience identifying whitespace, developing focused account plans, building executive sponsorship, and converting opportunities into sustainable growth • Experience using data, qualification criteria, and clear next steps for forecasting and pipeline management • Ability to engage senior IT leaders and connect technical solutions to strategic and financial outcomes • Ability to translate complex customer challenges into quantified business impact • Demonstrated use of structured sales methodologies such as MEDDPICC and value-based selling • Experience working cross-functionally with Pre-Sales, Customer Growth, Marketing, and peers • Practical experience with CRM, forecasting, sales enablement, and AI tools such as Salesforce, Clari, Outreach, or comparable platforms • Must not be listed on government restricted party lists and must certify employment would not violate sanctions or export control regulations • Must notify Tricentis of changes to sanctions or export-control status during application or subsequent employment

🏖️ Benefits

• Equal opportunity workplace • Compliance with applicable global sanctions and export control laws • Opportunity to work remotely from Germany • Opportunity to work with AI-driven, codeless, and continuous testing technology • Collaborative, growth-oriented work environment • Feedback, coaching, and learning opportunities

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