Senior Account Executive FSI

Who We Are

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.

About the Role

We’re looking for a driven and dynamic Account Executive to join the Tricentis sales team. In this role, you’ll be responsible for identifying, developing, and closing new business opportunities across your territory, with a specific focus on selling to Federal System Integrators (FSIs). You’ll manage complex sales cycles, build trusted relationships with enterprise and FSI customers, and deliver accurate forecasting to help drive Tricentis’ continued growth.

This is an exciting opportunity for someone who thrives in a fast-paced environment, bringing both strategic thinking and executional excellence to the table.

What You’ll Do

• Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close. 
• Develop and execute a go-to-market strategy targeting Federal System Integrators (FSIs), building strong relationships within the federal ecosystem.
• Deliver accurate forecasting and maintain disciplined pipeline management to ensure consistent attainment of quarterly and annual targets. 
• Engage with C-level and senior IT leaders, understanding their business drivers and aligning Tricentis solutions to their strategic goals. 
• Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes. 
• Identify opportunities for account expansion and renewals, working cross-functionally to maximize customer value and retention. 
• Contribute insights to help shape Tricentis’ go-to-market strategy and strengthen our position in key enterprise accounts. 
• Actively seek feedback, refine your approach, and contribute to the development of best practices across the global sales organization. 

Basic Qualifications

• 5+ years experience in software sales, with 3+ years of enterprise SaaS experience. 
• Experience selling into Federal System Integrators or the federal market strongly preferred.
• Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales. 
• Experience with SaaS solution-selling to IT personas. 
• Demonstrable experience in forecasting and pipeline management skills, with the ability to accurately predict and deliver on revenue outcomes. 
• Deep curiosity and business acumen — you connect technical solutions to tangible business impact.
• Work experience with CRM and sales tools (e.g., Salesforce, Clari, Outreach). 

Who You Are

• Coachable: You show self awareness and growth mindset by seeking feedback and continually refining your approach.
• Gritty: You persevere through challenges, adapt quickly, and maintain focus and motivation under pressure.
• Driven for Results: You set ambitious goals, take ownership of outcomes, and balance both tactical precision and strategic execution.
• Scrappy: You’re resourceful, creative, and find ways to win — no matter the constraints, challenging the status quo, while thinking holistically about scale and impact.
• Collaborative: You thrive in a team environment and celebrate shared success, solving problems in collaboration with others that benefit both us and our customers.

Tricentis Core Values: 

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 every action 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