Sr. Account Executive – Germany; Public Sector

Location:

Germany – remote

Language requirements:
English – fluent, German – native speaker

This is a remote role for candidates residing in Germany.

At Tricentis, we’re redefining what’s possible in software testing and quality engineering. Our AI-driven, codeless, and continuous testing platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale.

Recognized as a global leader by Gartner, Forrester, and IDC, Tricentis partners with the world’s largest and most innovative companies. We’re a team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves.

If you’re motivated by challenge, feedback, and the pursuit of excellence, you’ll thrive here.

We’re looking for an accomplished and strategic Senior Account Executive to join the Tricentis Sales team in Germany to cover public sector
. This role owns the growth and expansion of existing accounts plus new business, 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 public-sector decision makers: IT service providers and federal and state IT leadership. This is an opportunity to shape account strategy, create long-term customer value, and deliver measurable revenue impact in a complex public sector environment.

• Own and expand strategic public sector accounts by identifying new opportunities, shaping account strategy, building executive relationships, and closing complex, multi-stakeholder deals.
• Build the partner- and multiplier-led route via ITZBund, Dataport, municipal data centers and SIs.
• 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, Partner Alliances, and other stakeholders to deliver coordinated account plans, increase customer value, and support long-term success.

• 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.
• German native speaker - most customer work and content are in German.

• 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).

• Strategic account ownership:
  Evidence of identifying whitespace, developing focused account plans, building executive sponsorship, and converting opportunities into sustainable growth.
• Forecasting and pipeline discipline:
  Experience using data, qualification criteria, and clear next steps to improve revenue predictability and execution.
• Executive influence and value selling:
  Ability to engage senior IT leaders, uncover business drivers, and connect technical solutions to strategic and financial outcomes.
• Business and technical translation:
  Ability…