Head of Sales Germany

Who we are  

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, fully 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.   

You will be responsible for… 

As the Head of Sales, Germany, your goals is to achieve set targets for the region and build a plan for growth and expansion, direct sales activities within Germany, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle. This role is based in Frankfurt and report to SVP, Sales DACH-France-Emerging.

What you’ll be doing

•You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
•You will directly coach and manage sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and return on investment.
•You will recruit, hire, onboard, and retain an all-star sales talent
•You will train new hires on sales process, ensure standards of success are clearly articulated.
•You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
•You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
•You will use CRM systems (Salesforce) extensively.

What We're Looking For
•5+ years sales leadership experience
•Managed team quotas >$10M ARR, 50%+ YOY quota and team growth
•Transformational sales experience (C level and C-1) in F100
•Experience with >$1M ARR deal sizes, 9+ month sales cycles

•Experience in selling in SAP environment and selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups
•Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC is a plus.
•Highly professional persona and polished demeanour. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations

What we need from you

• Field General with strong leadership qualities and executive presence
• Technical acumen with relevant technology experience: Testing, ERP, Software quality•
• Experienced frontline manager leading a team focused on Key Accounts
• Experience recruiting to support regional growth
• Forecasting to executive leadership, and managing quarterly and annual book of business across a sales team
• Strong business acumen
• Can support complex commercial negotiations in F100 accounts
• Network of CIOs/IT director within the territory
• understands Testing/Quality technology landscape and can speak to it intelligently
• Fluent in English and German

Tricentis Core Values

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life.

• 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.

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran.

#LI-RC1