Director, Sales Operations (AMS)

Title: Director, Sales Operations (AMS) Location: Austin, TX Hybrid: 3 days in office, incl. Fridays

Who We Are At Tricentis, we’re redefining what’s possible in software testing and quality engineering. Our AI-driven, codeless, and continuous testing platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale.

Recognized as a global leader by Gartner, Forrester, and IDC, Tricentis partners with the world’s largest and most innovative companies. We’re a team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves.

If you’re motivated by challenges, feedback, and the pursuit of excellence, you’ll thrive here.

Why This Role Exists As Director, Sales Operations, you will lead a senior, executive-facing sales operations function for the AMS sales organization. You will shape how sales leaders plan, inspect performance, and make decisions, bringing structured analysis, commercial judgment, and clear operating discipline to a high-visibility part of the business.

This is a strategic and hands-on leadership role. You will operate as a player-coach, doing deep analytical work while developing the team around you. You will turn complex sales data into sharp insight, advise strong senior stakeholders, and partner across Sales, Finance, GTM Strategy, Data, and technical teams to drive better commercial outcomes.

What You'll Own

• You will serve as a trusted advisor to AMS sales executives, bringing insight, commentary, and leadership perspective to business reviews, QBRs, and recurring sales operating rhythms.

• You will lead, coach, and develop the AMS sales operations team, setting clear expectations, building analytical capability, and showing managerial courage when priorities, performance, or stakeholder needs require direct leadership.

• You will create clear visibility into pipeline health, forecast accuracy, and sales productivity, enabling leaders to make faster and better-informed decisions.

• You will partner with Finance to shape capacity, quota, and headcount models that support effective planning and sustainable revenue growth.

• You will identify opportunities to improve sales performance by analyzing pipeline coverage, conversion rates, deal velocity, and win-loss trends.

• You will establish a consistent KPI framework that connects sales activity and performance to meaningful business outcomes.

Challenges You'll Help Solve

• Turn complex and sometimes competing data points into focused decisions, executive commentary, and business recommendations that sales leaders can act on with confidence.

• Improve forecast reliability and pipeline visibility across a dynamic regional sales organization.

• Create greater consistency in KPIs, workflows, and reporting while supporting both regional and global stakeholders.

• Strengthen sales data quality and reporting accuracy by partnering with Data and technical teams to identify gaps and resolve anomalies.

• Simplify and scale sales processes, systems, and automation so sellers and leaders can spend more time focused on customers and growth.

What You'll Bring

• You will bring deep quantitative capability and have successfully turned complex commercial data into recommendations that influenced sales strategy, planning, or execution.

• You will advise senior sales leaders and possess the executive presence to provide clear insight, challenge assumptions, and influence strong personalities with evidence and confidence.

• You will partner with Finance on capacity planning, quota design, headcount modeling, or comparable commercial planning activities.

• You will improve sales processes, reporting frameworks, or operating rhythms across a complex organization.

• You will lead, coach, and develop a team, balancing hands-on execution with the leadership required to grow capability, raise standards, and make direct decisions when needed.

• You will translate between business and technical audiences, turning commercial needs into clear requirements for Data, BI, and systems teams.

Minimum Qualifications

• Experience leading sales operations, revenue operations, or a comparable analytical function at senior scope, including executive-facing leadership of a regional or business-unit sales operations function.

• Highly capable with analytical tools and methods, including advanced Excel, reporting, modeling, and dashboard interpretation, and you know how to separate signal from noise.

• Experience leading executive planning, forecasting, performance reporting, or business review processes.

• Experience delivering results through a team, coaching and developing others, and showing managerial courage in a complex stakeholder environment.

• Advanced Excel and reporting proficiency, plus hands-on experience with Salesforce, CPQ, Clari, or comparable forecasting and revenue intelligence tools.

• Experience operating within a complex software, SaaS, enterprise, or similarly data-rich commercial environment.

Preferred Skills

• Experience improving forecast discipline, pipeline inspection, or executive business-review processes across a scaled revenue organization.

• Consulting experience or a similar background solving ambiguous commercial, operational, or analytical problems with senior stakeholders.

• Advanced education or a relevant professional credential, such as an MBA, CPA, or quantitative field of study.

Why You May Enjoy This Opportunity

• You will have meaningful ownership of the insights and operating practices that shape regional sales performance.

• You will work directly with senior leaders and see how your recommendations influence commercial priorities and decisions.

• You will collaborate across Sales, Finance, GTM Strategy, Data, and technical teams, giving you broad exposure to the revenue organization.

• You will have the opportunity to build a high-performing team and strengthen the analytical capabilities around you.

• You will solve complex, visible business challenges where better data, clearer insight, and stronger execution can make a meaningful difference.

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.

This role is based in Austin and requires in-office attendance three days per week, including Fridays. Relocation assistance is not available.

Time together in the office is an important part of how we collaborate, learn, and build relationships at Tricentis.

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.

Global Sanctions Compliance

We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.

U.S. Work Authorization:

This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.