Senior Account Executive – Enterprise Sales

About the role

Tricentis is seeking a Senior Account Executive to lead enterprise sales in Japan. You will manage a portfolio of large customers, drive adoption of our AI‑driven testing platform, and own the full sales cycle from prospecting to close.

Key responsibilities

• Own the end‑to‑end enterprise sales process, including prospecting, qualification, solution design, negotiation and closing.
• Engage C‑level and senior IT leaders to understand business drivers and align Tricentis solutions to strategic goals.
• Provide accurate forecasting and disciplined pipeline management to meet quarterly and annual targets.
• Collaborate with Pre‑Sales, Customer Growth and Marketing to ensure account success and customer outcomes.

Required profile

• 5+ years of experience selling enterprise B2B SaaS solutions to IT personas.
• Proven track record of meeting or exceeding quotas in complex, multi‑stakeholder sales, with deals > $100k ACV.
• Coachability, grit, results‑driven mindset and ability to thrive in a fast‑paced, collaborative environment.

Required skills

• Experience with sales methodologies such as MEDDPICC.
• Proficiency with CRM and sales enablement tools (e.g., Salesforce, Clari, Outreach).
• Use of AI tools (e.g., Claude Chat, Co‑Work, Code) to enhance sales activities.

What we offer

• Competitive market salary plus performance‑based commission/bonus.
• Supportive leadership, personal and professional development opportunities.
• Generous leave options including volunteer days, vacation, public holidays and flexible floating days.
• Equal opportunity workplace with a commitment to diversity and inclusion.