Senior Account Executive - FSI, Aerospace & Defense

We are seeking a dynamic and results-driven Senior Account Executive to join our team, focusing on the Aerospace & Defense sector and federal system integrators (Sell To). This role involves developing and executing sales strategies to drive revenue growth within these key markets. Tricentis is a global leader in continuous testing and quality engineering. The Tricentis AI-based, continuous testing portfolio of products provides a new and fundamentally different way to perform software testing. An approach that’s totally automated, codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality. Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC. We empower innovators to push the boundaries of software testing, fostering a global community of continuous learners who pioneer AI-powered, highly performant, highly secure end-to-end testing tools that accelerate our customers’ time to market including the largest brands in the world.  What you’ll be doing

• Sales Strategy Development : Create and implement comprehensive sales strategies targeting the Aerospace & Defense sector and federal system integrators.
• Client Engagement : Build and maintain strong relationships with key stakeholders, including C-level executives and decision-makers.
• Solution Selling : Articulate the value proposition of Tricentis solutions, tailoring presentations to address specific client needs and challenges.
• Market Analysis : Conduct thorough market research to identify new business opportunities and stay informed about industry trends.
• Collaboration : Work closely with cross-functional teams, including marketing, product development, and customer success, to ensure a seamless client experience.
• Sales Forecasting : Accurately forecast sales activity and revenue achievement using Salesforce. Qualifications :
• 5 years of enterprise software sales experience, with a proven track record selling to the Aerospace & Defense sector and federal system integrators. (Examples : Accenture Federal Services, General Dynamics, Leidos, RTX Corporation, SAIC, etc)
• Experience with deal sizes exceeding $1M ARR
• Strong existing relationships with end-users and customers within the Aerospace & Defense and federal system integrator communities.
• Ability to provide a high degree of major account management and controls.
• Strong interpersonal and communication skills, with the ability to excel in a team-oriented atmosphere.
• Experience with target account selling, solution selling, and / or consultative sales techniques; knowledge of MEDDIC / MEDDPICC is a plus.
• Strong technical acumen with relevant technology experience in DevOps, Automation, and SDLC.
• Experience forecasting to executive leadership and managing a quarterly and annual book of business across a sales team.
• Strong business acumen and understanding of the DevOps technology landscape.
• Excellent organizational, prioritization, and time management skills.
• Extremely high degree of integrity, professionalism, and sense of urgency.
• We work on a hybrid model (3 days in-office). Why Tricentis? Tricentis Core Values :   At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we’ll achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together.
• Demonstrate Self-Awareness : Own your strengths and limitations.
• Finish What We Start : Do what we say we are going to do.
• Move Fast : Create momentum and efficiency.
• Run Towards Change : Challenge the status quo.
• Serve Our Customers & Communities : Create a positive experience with each interaction.
• Solve Problems Together : We win or lose as one team.
• Think Big & Believe : Set extraordinary goals and believe you can achieve them.  We offer :
• Market competitive salary success-oriented commission / bonus
• Supportive and engaged leadership team.
• Career path and professional & personal development.
• 401(k) / pension plan, full benefits package available.
• Hybrid work environment.
• Personal and professional development.
• And more!  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.