Account Director (Benelux)

• We’re looking for an accomplished and strategic Account Director to join the Tricentis Enterprise Sales team in Amsterdam supporting the Benelux region. This role owns the growth and expansion of strategic enterprise accounts, leading complex sales cycles and building trusted relationships with senior executives to connect Tricentis’ testing and automation solutions to meaningful business outcomes
• Success requires enterprise SaaS sales expertise, rigorous forecasting and pipeline management, and the ability to influence C-suite and senior IT stakeholders. This is an opportunity to shape account strategy, create long-term customer value, and deliver measurable revenue impact in a complex enterprise environment
• Own and expand strategic enterprise accounts by identifying new opportunities, shaping account strategy, building executive relationships, and closing complex, multi-stakeholder deals
• Develop a deep understanding of the Tricentis platform and translate technical capabilities into clear business value for enterprise customers
• Engage C-level and senior IT decision-makers to understand strategic priorities, quantify business challenges, and align solutions to transformation goals
• Drive disciplined pipeline management and accurate forecasting, creating visibility into deal progress, risks, and the actions required to achieve revenue goals
• Partner with Pre-Sales, Customer Growth, Marketing, and other stakeholders to deliver coordinated account plans, increase customer value, and support long-term success

Benefits

• Pension plan, Private health insurance and Group Life Insurance
• Enhance statutory Maternity and Paternity Pay
• A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days

• A consistent record of achieving or exceeding revenue goals and closing six-figure transactions, including deals above $500K ACV
• Demonstrated success selling complex enterprise B2B SaaS solutions to senior IT stakeholders in large organizations, with evidence of operating across long sales cycles and multiple decision-makers
• Cross-functional execution: Experience working with Pre-Sales, Customer Growth, Marketing, and peers to strengthen account strategy and customer outcomes
• Business and technical translation: Ability to turn complex customer challenges into quantified business impact and position Tricentis solutions against measurable outcomes
• Sales technology fluency: Practical experience with CRM, forecasting, sales enablement, and AI tools, such as Salesforce, Clari, Outreach, or comparable platforms
• Executive influence and value selling: Ability to engage senior IT leaders, uncover business drivers, and connect technical solutions to strategic and financial outcomes
• Forecasting and pipeline discipline: Experience using data, qualification criteria, and clear next steps to improve revenue predictability and execution
• Strategic account ownership: Evidence of identifying whitespace, developing focused account plans, building executive sponsorship, and converting opportunities into sustainable growth
• Complex deal execution: Demonstrated use of structured sales methodologies such as MEDDPICC and value-based selling to navigate multi-stakeholder decisions
• Ownership and expansion of strategic enterprise accounts — identifying opportunities, building exec relationships, and closing complex multi-stakeholder deals
• Coachable: You actively seek feedback, apply new learning, and refine your approach based on evidence and customer insight
• Driven for Results: You set ambitious goals, take ownership of outcomes, and combine strategic thinking with disciplined execution
• Collaborative: You share information, invite expertise, and work across teams to solve customer problems and deliver shared success
• Resourceful: You find practical ways through ambiguity and constraints while keeping account strategy, customer value, and scale in view
• Resilient: You maintain focus through long, complex sales cycles, adapt when conditions change, and turn setbacks into informed next steps
• Knowledge of Tricentis products or comparable enterprise software platforms
• Knowledge of and/or experience with Tricentis products
• Experience in software quality, testing, automation, DevOps, or another relevant technical domain