Director of Sales

Director, Sales – South

Tricentis is seeking a dynamic and strategic Director Sales – South to lead a high-performing sales team focused on strategic Key Accounts across the region. As a frontline leader, this role will be responsible for driving regional growth through effective recruitment, team development, and execution of complex enterprise sales strategies.

As a senior leader with strong executive presence and technical acumen, this role will support complex commercial negotiations within Fortune 100 accounts, leveraging deep expertise in DevOps, Automation, and the Software Development Lifecycle (SDLC). This role will ensure tight alignment with regional and corporate leadership, while maintaining high visibility and engagement with the C-suite at the Corporate Office in Austin.

In this position you’ll report to the Vice President, Sales.

We work on a hybrid model (3 days in-office) for opportunities at our office locations.

Key responsibilities

• You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
• You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and return on investment.
• You will recruit, hire, onboard, and retain an all-star sales talent
• You will train new hires on sales process, ensure standards of success are clearly articulated.
• You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
• You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
• You will use CRM systems (Salesforce) extensively.

Qualifications

• 5+ years of sales leadership experience
• Managed team quotas >$10M ARR
• Led teams through 50%+ YOY and headcount growth
• Proven transformational sales experience engaging C-level and C-1 executives in Fortune 100 companies
• Closed deals >$2M ARR with 12+ months enterprise sales cycles
• Deep experience selling into IT, Business Applications, Infrastructure, DevOps, and Application Development groups
• Skilled in target account selling, solution selling, and consultative sales techniques; familiarity with MEDDIC/MEDDPICC and Challenger methodologies is a plus
• Highly professional persona with strong verbal/written communication and executive presentation skills

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:

• Market competitive salary + success-oriented commission / bonus
• Supportive and engaged leadership team.
• Career path and professional & personal development.
• 401(k) / pension plan, full benefits package available.
• Hybrid work environment.
• Personal and professional development.
• 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.