Senior Director, Sales - SLED

Who we are  

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, 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.   

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC. We empower innovators to push the boundaries of software testing, fostering a global community of continuous learners who pioneer AI-powered, highly performant, highly secure end-to-end testing tools that accelerate our customers’ time to market including the largest brands in the world.  

What you’ll be doing 

We are seeking a highly motivated and results-driven Senior Director of Sales to drive and lead public sector sales for the Americas.  As a Senior Director of Sales, you will be at the forefront of leading a team who are driving the adoption of our cutting-edge Continuous Testing Software, revolutionizing the IT industry's DevOps practices across the public sector.  

This role will report to the SVP, Sales for public sector in the Americas, based in Virginia. 

You will be responsible for… 

• Accurate forecasting: quarterly and annually, with dedication to the number and to deadlines. 

• Accountability for sales activities within assigned area: set & review expectations, mentorship/coaching and performance management, prioritizing, adoption of processes and methodology (MEDDPICC). 

• Coaching your team to uncover new opportunities, solve challenges, 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. 

• Hiring, onboarding, and retention activities for your team 

• Driving and encouraging deep internal collaborations across a variety of orgs, including (but not limited to): sales engineering, channels/alliances, customer success, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience. 

Qualifications we’re seeking 

• 8+ years sales leadership experience 

• Managed team quotas >$10M ARR 

• Managed 50%+ YOY quota and team growth 

• Specialized in public sector sales 

• Experience with >$2M ARR deal sizes, 12+ month sales cycles 

• Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups 

• You have a good understanding of Enterprise applications like SAP, Sales force and Service Now 

• Working knowledge with MEDDIC/MEDDPICC and Challenger methodologies (or similar).<