Director of Sales

Overview

Director, Sales – South for Tricentis leading a high-performing sales team focused on strategic Key Accounts across the region. Responsible for driving regional growth through recruitment, team development, and execution of complex enterprise sales strategies. This role supports complex commercial negotiations within Fortune 100 accounts, leveraging expertise in Dev Ops, Automation, and the Software Development Lifecycle (SDLC). Reports to the Vice President, Sales.

This position follows a hybrid model (3 days in-office) for opportunities at our office locations, with engagement at the Corporate Office in Austin.

• Accurately forecast quarterly and annual revenue numbers for the assigned region, maintaining dedication to targets and deadlines.
• Direct sales activities within the assigned area, set expectations, provide mentorship, prioritize efforts, and hold the team accountable for building pipeline and executing each phase of the sales cycle.
• Coach the sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and ROI.
• Recruit, hire, onboard, and retain top sales talent.
• Train new hires on sales processes and ensure standards of success are clearly articulated.
• Consistently deliver license and service revenue targets, ensuring company revenue goals are met quarter over quarter and year over year.
• 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.

• 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, Dev Ops, 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

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 actions 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.

• 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.

• Director

• Full-time

• Sales and Business Development
• Industries:
  Software Development

Note:

This description reflects the current role and responsibilities; other job postings referenced in the original content have been omitted to maintain focus on the Director, Sales – South role.