Own and grow a portfolio of DoD accounts, expanding relationships across program, procurement, and technical stakeholders
Identify and develop opportunities aligned to DoD modernization priorities, including software delivery, DevSecOps, and digital transformation initiatives
Lead complex sales cycles involving multiple stakeholders, contract vehicles, and procurement processes
Build trusted relationships with senior leaders, including program executives, contracting officers, and IT leadership
Maintain disciplined pipeline management and accurate forecasting in a long-cycle sales environment
Align Tricentis solutions to mission outcomes, emphasizing risk reduction, speed, and operational readiness
Partner with Pre-Sales, Customer Success, and ecosystem partners (e.g., SIs, resellers) to execute account strategies
Provide insight into customer priorities, budget cycles, and acquisition pathways to inform go-to-market strategy

10+ years of software sales experience, including 5+ years in enterprise SaaS
Demonstrated success selling into Department of Defense and/or Intelligence Community accounts
Strong understanding of federal procurement processes, contract vehicles (e.g., GWACs, IDIQs), and budget cycles
Track record of achieving or exceeding quota in complex, multi-stakeholder environments
Experience engaging with both technical and non-technical stakeholders, including program and acquisition teams
Familiarity with sales methodologies such as MEDDICC
Strong forecasting, pipeline management, and account planning skills
Proficiency with CRM and sales tools (e.g., Salesforce, Clari, Outreach)

Account Director, DoD

Key skills