Senior Director, Sales

Senior Sales Director  - Germany 

Location: Frankfurt  

Reports to: VP, Sales EMEA 

Who we are   

At Tricentis, we are redefining how enterprises deliver quality software. Founded in Austria in 2007 by Wolfgang Platz and Franz Fuchsberger, we have grown into 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. 

You will be responsible for…  

We’re looking for a sales leader to drive revenue growth across Germany by leading (and growing) a high‐performance team, managing key accounts, cultivating new business opportunities, and partnering across functions to scale Tricentis’ presence. The Senior Sales Director will strategize, execute, and be accountable for major sales targets, help shape the go‐to‐market strategy, build strong relationships with enterprise customers, and represent Tricentis at the executive level. 

What you’ll be doing 

• Own the German territory P&L: set and achieve/far exceed revenue, margin, and growth targets. 

• Lead, build, and coach a team of account executives. 

• Develop and execute a sales strategy for Germany aligned with EMEA/global strategy: new logo acquisition, upsell, cross‐sell, retention. 

• Manage end‐to‐end sales cycles for complex, enterprise‐level deals including negotiation, pricing, and contract closure. 

• Engage C-level and senior executives at prospective and existing clients to understand their business challenges and align Tricentis solutions (continuous testing / quality engineering / DevOps / etc.). 

• Work closely with pre-sales, product, marketing, alliances/channel, customer growth, and professional services teams to ensure a joined‐up approach. 

• Expand / Build partner ecosystems—System Integrators (SIs), resellers, technology alliances—to expand reach and drive co-sales. 

• Maintain high accuracy in forecasting, deal / opportunity pipeline management, and CRM hygiene. 

• Monitor market trends & competitive landscape; feed insights back to Product and Strategy teams. 

• Represent Tricentis in industry events, speaking engagements, and with media as needed. 

Basic Qualifications:   
 

• 5+ years sales leadership experience 

• Managed team quotas >$10M ARR, 50%+ YOY quota and team growth 

• Transformational sales experience (C level and C-1) in F100 

• Experience with >$1M ARR deal sizes, 9+ month sales cycles 

• Experience in selling in SAP environment and selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups 

• Experience with target account selling, solution selling, and/or consultative sales techniques 

• Demonstrable experience with data and operational approach, with MEDDIC/MEDDPICC methodology experience (or similar). 

• Strong verbal/written communication and presentation skills 

Factors for success in the role: 

• Field General with strong leadership qualities and executive presence 

• Technical acumen with relevant technology experience: Testing, ERP, Software quality 

• 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 

• Network of CIOs/IT directors within the territory 

• Understanding of Testing/Quality technology and can speak to it intelligently 

• Fluent in English and German  

Tricentis Core Values 

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life. 

• 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. 

• Personal and professional development. 

• A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days.  

• 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.