Director of Sales - TOLA - Tricentis USA Corp.
Austin, TX 78728
About the Job
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’stotally 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.
Responsibilities:
- You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
- You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
- You will coach 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.
- You will recruit, hire, onboard, and retain an all-star sales talent
- You will train new hires on sales process, ensure standards of success are clearly articulated.
- You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
- You will 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.
- You will use CRM systems (Salesforce) extensively.
Qualifications
- 5+ years sales leadership experience
- Managed team quotas >$10M ARR
- Managed 50%+ YOY quota and team growth
- Transformational sales experience (C level and C-1) in F100
- Experience with >$2M ARR deal sizes, 12+ month sales cycles
- Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC and Challenger methodologies is a plus.
- Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations
Profile:
- Field General with strong leadership qualities and executive presence
- Technical acumen with relevant technology experience:
- DevOps, Automation, SDLC
- 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
- Strong technical acumen
- understands DevOps technology landscape and can speak to it intelligently
- Strong verbal and written communication
Why Tricentis?
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 as one team.
- Think Big & Believe: Set extraordinary goals and believe you can achieve them.
We offer:
- 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, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran.