Account Director, DoD

About Tricentis Tricentis is redefining software quality at enterprise scale. Our AI-driven, codeless testing platform enables organizations to accelerate delivery, reduce risk, and improve mission outcomes. We partner with some of the world’s largest enterprises and public sector organizations to modernize software delivery and ensure operational resilience. Our culture is built on accountability, continuous improvement, and a shared commitment to delivering meaningful results for our customers. The Role As an Account Director, DoD, you will drive revenue growth across strategic Department of Defense accounts. You will identify, develop, and close complex opportunities that support mission-critical systems and digital modernization initiatives. This role requires a strong understanding of the federal landscape, the ability to navigate highly matrixed organizations, and a track record of executing in complex, compliance-driven environments. What You’ll Do Own and grow a portfolio of DoD accounts, expanding relationships across program, procurement, and technical stakeholders Identify and develop opportunities aligned to DoD modernization priorities, including software delivery, DevSecOps, and digital transformation initiatives Lead complex sales cycles involving multiple stakeholders, contract vehicles, and procurement processes Build trusted relationships with senior leaders, including program executives, contracting officers, and IT leadership Maintain disciplined pipeline management and accurate forecasting in a long-cycle sales environment Align Tricentis solutions to mission outcomes, emphasizing risk reduction, speed, and operational readiness Partner with Pre-Sales, Customer Success, and ecosystem partners (e.g., SIs, resellers) to execute account strategies Provide insight into customer priorities, budget cycles, and acquisition pathways to inform go-to-market strategy Basic Qualifications 10+ years of software sales experience, including 5+ years in enterprise SaaS Demonstrated success selling into Department of Defense and/or Intelligence Community accounts Strong understanding of federal procurement processes, contract vehicles (e.g., GWACs, IDIQs), and budget cycles Track record of achieving or exceeding quota in complex, multi-stakeholder environments Experience engaging with both technical and non-technical stakeholders, including program and acquisition teams Familiarity with sales methodologies such as MEDDICC Strong forecasting, pipeline management, and account planning skills Proficiency with CRM and sales tools (e.g., Salesforce, Clari, Outreach) Preferred: Active security clearance (or ability to obtain one) Experience supporting DevSecOps, software modernization, or federal IT transformation initiatives Who You Are Mission-Oriented: You understand the importance of supporting national security objectives through technology Accountable: You take ownership of outcomes and deliver on commitments Strategic: You can navigate complex government organizations and align solutions to mission priorities Resilient: You are persistent and adaptable in long, complex sales cycles Collaborative: You work effectively across internal teams and external partners to achieve results Why Tricentis At Tricentis, you’ll have the opportunity to make an impact in a growing federal business while working with a modern, differentiated platform. We provide the support, resources, and flexibility needed to succeed in the public sector. Competitive base salary plus performance-based commission Comprehensive benefits package, including 401(k) Generous paid time off and leave options Professional development and career growth opportunities A collaborative, results-driven culture Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment. U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.