Senior Account Executive – Public Sector

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

📋 Description

• Take ownership and develop strategic accounts within the German public sector.

• Identify new opportunities, craft account strategies, cultivate executive relationships, and finalize complex deals involving multiple stakeholders.

• Establish partner- and multiplier-led pathways through ITZBund, Dataport, municipal data centers, and systems integrators.

• Acquire in-depth knowledge of the Tricentis platform and articulate technical capabilities in terms of business value.

• Engage with C-level executives and senior IT decision-makers to comprehend priorities, assess challenges, and align solutions with transformation objectives.

• Rigorously manage the sales pipeline and deliver precise forecasting.

• Collaborate with Pre-Sales, Customer Growth, Marketing, Partner Alliances, and other key stakeholders to develop synchronized account plans.

• Enhance customer value and facilitate long-term customer success.

• Create and implement a territory plan tailored for German public-sector procurement.

• Track progress with key public-sector multipliers.

• Advance qualification and vetting processes to position Tricentis as the preferred solution for quality assurance and test automation.

• Utilize MEDDPICC and value-based selling techniques while navigating public tenders, award processes, and the dynamics of decision-making within the German public sector.

⛳️ Requirements

• Candidates must be residents of Germany.

• Proficient in English.

• Native German speaker; the majority of customer interactions and content are conducted in German.

• Over 5 years of experience in enterprise software sales within SaaS or complex enterprise technology environments.

• Proven track record of meeting or surpassing quotas in complex, multi-stakeholder enterprise sales.

• Familiarity with or experience in Tricentis products or similar enterprise software platforms.

• Experience and a successful history in the German Public Sector and/or selling through partners.

• Knowledge of public procurement processes, including tenders and framework agreements (Vergabe, Rahmenverträge).

• Experience in identifying growth opportunities, developing targeted account plans, securing executive sponsorship, and transforming opportunities into sustainable growth.

• Skilled in utilizing data, qualification criteria, and actionable next steps for accurate forecasting and pipeline management.

• Capable of engaging senior IT leaders and linking technical solutions to strategic and financial results.

• Ability to convert complex customer challenges into measurable business impacts.

• Demonstrated application of structured sales methodologies like MEDDPICC and value-based selling.

• Experience collaborating cross-functionally with Pre-Sales, Customer Growth, Marketing, and colleagues.

• Practical experience with CRM, forecasting, sales enablement, and AI tools such as Salesforce, Clari, Outreach, or similar platforms.

• Must not be listed on government restricted party lists and must confirm that employment would not breach sanctions or export control regulations.

• Required to inform Tricentis of any changes to sanctions or export-control status during the application process or throughout employment.

🏝️ Benefits

• Equal opportunity workplace.

• Adherence to applicable global sanctions and export control laws.

• Flexibility to work remotely from Germany.

• Opportunity to engage with AI-driven, codeless, and continuous testing technology.

• Collaborative and growth-focused work environment.

• Access to feedback, coaching, and learning opportunities.