Public Sector Account Executive - Inside Sales

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 supporting the US Federal market. In this role, you’ll be responsible for identifying, developing, and closing new business opportunities across your territory. You’ll manage complex sales cycles, build trusted relationships with enterprise 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 strategic thinking, operational rigor, and executional excellence to the table. 

What You’ll Do     

• Own the full sales cycle — from prospecting and qualification through negotiation and close  

• Develop deep understanding of Tricentis' products and how they drive business value  

• Engage with C-level and technical stakeholders to influence strategic decisions  

• Accurately forecast and manage pipeline, ensuring visibility into key metrics and consistent attainment of targets  

• Partner with Pre-Sales, Customer Growth, and Marketing to ensure alignment and deliver outstanding customer outcomes  

Qualifications  

Must Have:  

• 3+ years’ experience selling to the US Federal market 

• Proven success in consistently meeting or exceeding quota in a solution-oriented, complex sales environment  

• Experience prospecting, developing, and closing net-new business opportunities within government agencies or public sector organizations. 

• Demonstrated ability to build relationships with multiple stakeholders, including executive, procurement, and technical decision-makers. 

• Strong pipeline management and forecasting discipline, with experience leveraging CRM tools such as Salesforce to drive sales execution. 

• Experience navigating complex procurement processes, contract vehicles, and public sector buying cycles. 

Nice to Have:  

• Knowledge of and/or experience with Tricentis products  

• Quality/testing industry experience  

Skills You Bring  

• Ownership of the full sales cycle — from prospecting and qualification through negotiation and close  

• Working knowledge of forecasting & pipeline management skills (e.g., build, maintain & predict revenue outcomes)  

• Engaging with C-level and technical stakeholders to influence strategic decisions  

• Ability to translate technical concepts into business outcomes  

• Cross-functional partnership with Pre-Sales, Customer Growth, and Marketing to ensure alignment and deliver exceptional customer outcomes.  

• Familiar with and able to follow sales methodologies such as MEDDPICC  

• Experience with CRM & sales enablement tools (e.g., Salesforce, Clari, Outreach)  

• Experience using AI tools (e.g., Claude Chat/Co-Work/Code)  

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.