📌 Core Information
🔹 Job Title: Account Director
🔹 Company: Tricentis
🔹 Location: Ontario, Toronto, Canada (Remote)
🔹 Job Type: Full-Time
🔹 Category: Sales & Business Development
🔹 Date Posted: April 3, 2025
🔹 Experience Level: 12+ years
🔹 Remote Status: Remote (within Ontario, Toronto metro area)
🚀 Job Overview
Key aspects of this role include:
- Expanding FTSE100 accounts and establishing new logos
- Building and actioning strategic plans for customer expansion
- Cross-functional collaboration with Presales Consultants and other team members
- Mentoring team members seeking deeper strategic account management experience
ASSUMPTION: This role requires a strategic mindset, excellent communication skills, and a strong understanding of enterprise software sales.
📋 Key Responsibilities
✅ Identify, build, and action a strategy for expanding FTSE100 accounts
✅ Track, report, and iterate on go-forward plan with leadership
✅ Leverage network and partnerships to drive business growth
✅ Build effective relationships cross-functionally to close 7-figure opportunities
✅ Mentor team members seeking deeper strategic account management experience
ASSUMPTION: The role involves a high degree of autonomy and requires strong self-management skills.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field
Experience: 12+ years of related experience in sales or enterprise software, with 5+ years managing SaaS enterprise accounts
Required Skills:
- Proven track record in expanding enterprise accounts
- Expertise in building and actioning strategic plans
- Strong presentation and communication skills
- Technical background or deep working knowledge of SDLC
- Experience building and maintaining successful partnerships
Preferred Skills:
- Proficiency in managing and maintaining clean and accurate data within Salesforce
- Knowledge and/or experience of Tricentis products
ASSUMPTION: Candidates with experience in the software testing industry may have an advantage.
💰 Compensation & Benefits
Salary Range: $150,000 - $200,000 USD (Based on industry standards for a Senior Sales role in Toronto)
Benefits:
- 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
- And more!
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's experience and skills.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 1,001-5,000 employees
Founded: 2007
Company Description:
- Global leader in continuous testing and quality engineering
- AI-powered, continuous testing platform for agile development and complex enterprise apps
- Recognized as a leader by major industry analysts (Forrester, Gartner, IDC)
- Over 2,500 customers, including large brands like McKesson, Accenture, and Vodafone
Company Specialties:
- Software Testing
- Test Automation
- Mobile Testing
- SAP Testing
- Continuous Testing
- Load Testing
- Performance Testing
- Test Management
- DevOps
- Quality Engineering
- Generative AI
- Artificial Intelligence
- Quality Assurance
- Data Integrity
- Digital Transformation
- Oracle Testing
- ERP
- Application Testing
Company Website: tricentis.com
ASSUMPTION: Tricentis is a well-established company with a strong focus on innovation and continuous improvement.
📊 Role Analysis
Career Level: Senior Sales Role
Reporting Structure: Reports directly to the VP of Sales or a similar leadership role
Work Arrangement: Remote (within Ontario, Toronto metro area) with occasional on-site meetings
Growth Opportunities:
- Potential to move into leadership roles as the company grows
- Opportunities to work on high-impact projects and drive business growth
- Chance to mentor and develop junior team members
ASSUMPTION: This role offers significant growth potential for the right candidate.
🌍 Location & Work Environment
Office Type: Remote (with occasional on-site meetings)
Office Location(s): Ontario, Toronto, Canada
Geographic Context:
- Toronto is the capital of the province of Ontario and the largest city in Canada
- Known for its diverse economy, vibrant culture, and high quality of life
- Offers numerous opportunities for networking and professional growth
Work Schedule: Full-time (40 hours/week) with flexible hours and occasional on-site meetings
ASSUMPTION: The remote work arrangement allows for a better work-life balance while still providing opportunities for in-person collaboration.
💼 Interview & Application Insights
Typical Process:
- Phone/Video screen with HR or a member of the sales team
- In-depth interview with the hiring manager and/or other team members
- Final interview with the VP of Sales or a similar leadership role
Key Assessment Areas:
- Sales strategy and account management skills
- Communication and presentation skills
- Technical knowledge of enterprise software sales and SDLC
- Cultural fit and alignment with Tricentis' core values
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills
- Prepare examples of your past successes in expanding enterprise accounts
- Research Tricentis' products and be ready to discuss how they can benefit potential clients
ATS Keywords: Enterprise Software, Sales Strategy, Account Management, Strategic Planning, Presentation Skills, Communication Skills, SDLC, Tricentis
ASSUMPTION: The interview process will focus on assessing the candidate's sales skills, strategic mindset, and cultural fit.
🛠️ Tools & Technologies
- Salesforce
- Microsoft Office Suite
- CRM software
- Project management tools
ASSUMPTION: The specific tools and technologies used may vary depending on the candidate's role and responsibilities.
👔 Cultural Fit Considerations
Company Values:
- 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
Work Style:
- Collaborative and team-oriented
- Results-driven and action-oriented
- Adaptable and open to change
- Strong communication and presentation skills
Self-Assessment Questions:
- How have you demonstrated self-awareness in your past roles?
- Can you provide an example of a time when you challenged the status quo to drive business growth?
- How do you balance moving quickly with ensuring high-quality work?
ASSUMPTION: Tricentis values candidates who are self-aware, results-driven, and adaptable, with a strong focus on customer service and teamwork.
⚠️ Potential Challenges
- Managing a remote work arrangement effectively
- Balancing the need to expand existing accounts with the pursuit of new business opportunities
- Keeping up with the latest trends and best practices in enterprise software sales
- Navigating a large and complex organization
ASSUMPTION: These challenges can be overcome with strong organizational skills, effective time management, and a strategic mindset.
📈 Similar Roles Comparison
- Compared to other Senior Sales roles, this position offers a higher salary range and significant growth potential
- Tricentis' focus on AI-powered, continuous testing sets it apart from competitors in the software testing industry
- Career path opportunities may vary depending on the specific company and its growth trajectory
ASSUMPTION: This role offers a unique combination of competitive compensation, significant growth potential, and a focus on cutting-edge technology.
📝 Sample Projects
- Developing and executing a strategic plan to expand an existing FTSE100 account
- Building and maintaining successful partnerships with key clients to drive mutual business growth
- Mentoring junior team members on best practices for strategic account management
ASSUMPTION: These projects reflect the core responsibilities of the Account Director role and provide an opportunity to demonstrate the candidate's skills and expertise.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 30-60-90 days?
- How does Tricentis support the professional development of its sales team members?
- What are the most challenging aspects of this role, and how can I best prepare for them?
- How does Tricentis measure the success of its sales team members?
- What opportunities are there for growth and advancement within the sales team?
ASSUMPTION: Asking thoughtful questions demonstrates the candidate's interest in the role and provides valuable insights into the company's culture and priorities.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills
- Prepare examples of your past successes in expanding enterprise accounts
- Research Tricentis' products and be ready to discuss how they can benefit potential clients
- Follow up with the hiring manager one week after submitting your application
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
