Senior Manager, Customer Growth Account Management

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 unique way to perform software testing. An approach that is 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.

The Senior Manager, Strategic & Solex CGAM is responsible for leading and scaling two of Tricentis’ most critical post-sales motions: our Strategic CGAMs, who manage top-tier enterprise accounts, and our Solex CGAMs, who support customers purchasing through the SAP Solex partnership.

This role ensures customers are using our products, realizing value, renewing with confidence, and expanding intentionally. The ideal candidate is highly organized, detail-oriented, and an exceptional coach, particularly skilled at guiding teams through complex stakeholder dynamics, tough customer conversations, and high-stakes renewals. This leader brings clarity, accountability, and precision to the customer journey while partnering closely across Sales, Product, Support, and Alliances.

Lead & Coach High-Impact CGAM Teams

• Manage and develop Strategic CGAMs responsible for Tricentis’ most complex and high-value accounts

• Manage and develop Solex CGAMs supporting customers who purchased through the SAP Solex partnership

• Coach CGAMs on:

  Navigating tough customer conversations

  Driving clarity when value is not being realized

  Multi-threading effectively across executive, technical, and operational stakeholders

• Build a culture of ownership, preparation, and accountability

Drive Usage, Value Realization, and Customer Health

• Ensure teams clearly understand:

  Whether customers are actively using Tricentis products

  Whether customers are realizing measurable value

• Hold CGAMs accountable to customer journey milestones and early intervention when risk emerges

• Leverage customer health signals and AI-driven insights to proactively manage risk and opportunity

Operational Excellence & Forecasting Precision

• Ensure disciplined execution across:

  Renewal management

  Expansion identification

  Accurate, timely forecasting

• Eliminate late-cycle surprises by reinforcing strong inspection habits, deal hygiene, and proactive planning

• Reduce administrative burden on CGAMs by reinforcing scalable processes and clear priorities

Clarity Across Post-Sales Roles & Partnerships

• Reinforce clear roles and responsibilities across CGAM, Sales, CGSA, Support, and Partners

• Act as a key liaison for the SAP Solex partnership, ensuring alignment on expectations, execution, and customer outcomes

• Partner cross-functionally to remove friction and improve the customer experience

Enable Growth, Not Just Retention

• Ensure growth is a deliberate motion, not an afterthought

• Coach CGAMs to identify, position, and execute on expansion opportunities aligned to customer outcomes

• Reinforce strong product, industry, and competitive knowledge to support differentiated value conversations

• Customers are using Tricentis products and realizing value consistently

• Strategic and Solex accounts renew on time and at the highest possible rate

• CGAMs are confident, prepared, and effective in high-stakes customer conversations

• Forecasts are accurate, trusted, and actionable

• Expansion opportunities are identified early and pursued intentionally

• Teams operate proactively — not reactively

• Bachelor's or Associate's Degree and 8+ years of experience in Sales or CX and 3+ years in management

• Proven experience leading Customer Success, Account Management, or Customer Growth teams in enterprise SaaS

• Strong organizational skills with exceptional attention to detail

• Demonstrated ability to coach teams through complex renewals and difficult customer conversations

• Experience managing or partnering in channel / alliance-based motions (Solex, SAP, or similar preferred)

• Comfort operating in ambiguity while building structure and repeatability

• Strong cross-functional leadership and communication skills

This role sits at the intersection of retention, growth, execution, and leadership. It is critical to ensuring Tricentis’ most important customers — direct and partner-sourced — achieve success and continue to grow with us.

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, professional and personal development.

• 401(k) plan, full benefits package available.

• Company-paid Disability and Life Insurance.

• 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.
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.