Director, Sales - Benelux

Overview
Tricentis is a global leader in continuous testing and quality engineering. The Tricentis AI-based, continuous testing portfolio of products provides a new and fundamentally different way to perform software testing. An approach that’s totally automated, fully codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Role Summary
As the Head of Sales, Benelux, your goal is to achieve set targets for the region and build a plan for growth and expansion, direct sales activities within the Netherlands, Belgium & Luxembourg, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.

This role is based in Amsterdam and reports to VP Sales, EMEA.

Responsibilities

Accurately forecast quarterly and annual revenue numbers for the assigned region, with dedication to numbers and deadlines.

Directly coach and manage 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.

Recruit, hire, onboard, and retain an all-star sales talent.

Train new hires on sales process, ensuring standards of success are clearly articulated.

Consistently deliver license and service revenue targets, ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.

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.

Use CRM systems (Salesforce) extensively.

Qualifications

3+ years leadership experience as a front-line sales leader

Managed team quotas >$5M ARR, 50%+ YOY quota and team growth

Transformational sales experience (C level and C-1) in F100

Experience with >$1M ARR deal sizes, 9+ month sales cycles

Proven track record with MEDDPICC & value-selling

Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations

Desired Attributes

Field General with strong leadership qualities and executive presence

Hands‑on deal coach & inspector; working closely to support & progress deals

Technical acumen with relevant technology experience: (Testing, ERP, Software quality nice to have)

Experienced frontline manager leading a team focused on Key Accounts

Experience recruiting to support regional growth

Forecasting to executive leadership, and managing quarterly and annual book of business across a sales team

Strong business acumen

Can support complex commercial negotiations in F100 accounts

Network of CIOs/IT directors within the territory

Understands software development technology landscape and can speak to it intelligently

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.

Global Sanctions Compliance
We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.

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