Senior Account Executive, FSI
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Job Description
Account Executive responsible for sales cycle management targeting Federal System Integrators. Engaging with IT leaders and driving account success in software testing solutions.
Responsibilities:
- Own the full enterprise sales cycle — from prospecting and qualification through solution development, negotiation, and close.
- Develop and execute a go-to-market strategy targeting Federal System Integrators (FSIs), building strong relationships within the federal ecosystem.
- Deliver accurate forecasting and maintain disciplined pipeline management to ensure consistent attainment of quarterly and annual targets.
- Engage with C-level and senior IT leaders, understanding their business drivers and aligning Tricentis solutions to their strategic goals.
- Partner with Pre-Sales, Customer Growth, and Marketing to drive account success and deliver outstanding customer outcomes.
- Identify opportunities for account expansion and renewals, working cross-functionally to maximize customer value and retention.
- Contribute insights to help shape Tricentis’ go-to-market strategy and strengthen our position in key enterprise accounts.
- Actively seek feedback, refine your approach, and contribute to the development of best practices across the global sales organization.
Requirements:
- 5+ years experience in software sales, with 3+ years of enterprise SaaS experience.
- Experience selling into Federal System Integrators or the federal market strongly preferred.
- Proven success meeting or exceeding quotas in complex, multi-stakeholder enterprise sales.
- Experience with SaaS solution-selling to IT personas.
- Demonstrable experience in forecasting and pipeline management skills, with the ability to accurately predict and deliver on revenue outcomes.
- Deep curiosity and business acumen — you connect technical solutions to tangible business impact.
- Work experience with CRM and sales tools (e.g., Salesforce, Clari, Outreach).
Benefits:
- Market competitive salary + success-oriented commission / bonus
- Supportive and engaged leadership team.
- Career path and professional & personal development.
- 401(k) / pension plan and full benefits package available.
- Enhance statutory Maternity and Paternity Pay
- Personal and professional development.
- A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days.
- And more!
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