Senior Account Executive

This is a fully remote position, open to applicants in India.

📋 Description

• Take ownership of the complete enterprise sales cycle, from prospecting and qualification to solution development, negotiation, and closure.

• Cultivate a comprehensive understanding of Tricentis products and how they contribute to business value.

• Engage with C-level executives and senior IT leaders to comprehend their business motivations, aligning Tricentis solutions with their strategic objectives.

• Provide precise forecasting and maintain disciplined pipeline management to achieve consistent quarterly and annual goals.

• Collaborate with Pre-Sales, Customer Growth, and Marketing teams to enhance account success and deliver exceptional customer outcomes.

• Manage and expand a portfolio of enterprise clients and prospects.

• Promote the adoption of Tricentis testing and automation solutions.

• Establish trusted relationships with executive stakeholders.

⛳️ Requirements

• A minimum of 5 years' experience in selling enterprise B2B SaaS solutions to IT stakeholders in large enterprises within the Indian market.

• Demonstrated success in meeting or surpassing quotas in complex, multi-stakeholder enterprise sales environments.

• Proven experience in closing deals valued over $100k ACV.

• Familiarity with and/or experience using Tricentis products.

• Background in the quality/testing industry.

• Proficient in forecasting and pipeline management.

• Capable of accurately predicting and achieving revenue outcomes.

• Experience in engaging with C-level executives and senior IT leaders.

• Ability to link technical solutions to business impacts.

• Familiarity with sales methodologies such as MEDDPICC.

• Experience utilizing CRM and sales enablement tools like Salesforce, Clari, and Outreach.

• Proficient in the use of AI tools such as Claude Chat/Co-Work/Code.

🏝️ Benefits

• Competitive market salary, complemented by success-driven commission and bonuses.

• Supportive and engaged leadership team.

• Positive working environment within a rapidly growing company.

• Opportunities for personal and professional development.