Account Director - Testlio

About the job

Testlio’s fully managed crowdsourced testing platform, powered by our proprietary intelligence technology - LeoAI Engine™, integrates expert, on-demand testers directly into your release process. Ship faster and more confidently with global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages.

We are hiring an Account Director to focus on new business acquisition and open new enterprise logos across product-led companies. In this role, you will be required to be a hunter, to open doors, build a pipeline from scratch, and lead complex multi-stakeholder deal cycles with senior product and engineering executives. Joining our Growth team, you will act as a key revenue driver targeting $300K+ annual contract value opportunities. This is not an account management or renewal-focused role.

Why will you love this job?

• Drive high-impact deal strategy: You will own complex, multi-threaded sales cycles from initial prospecting to procurement, closing six-figure deals ($300K+ ACV) with product and engineering leaders.
• Autonomy to build from scratch: You get to operate as an entrepreneurial hunter in a defined territory, using your market knowledge to build and execute your own pipeline generation strategy.

Why will you love being a part of Testlio?

• Great Culture: Testlio is a female-founded, inclusive, and purpose-driven company where people genuinely enjoy collaborating.
• Remote Work: Built around remote work with systems allowing successful asynchronous collaboration across a globally distributed team.
• Investment in You: Flexible paid time off, stock options, and a $300 annual learning stipend to support personal and professional development.
• Winning Business: Growing, profitable, and cash-strong business model with exceptional clients, high NPS scores, and strong customer retention.

What would your day look like?

• Proactively generate and build net-new sales pipeline in your designated territory through targeted outbound prospecting and network outreach.
• Lead end-to-end consultative sales processes with senior product, QA, and engineering executives (VP/Director level) at target mid-market and enterprise logos.
• Formulate and present tailored business cases connecting Testlio's testing solutions to prospects' operational and quality challenges.
• Manage complex, multi-stakeholder deal execution through technical evaluations, business case approvals, and legal/procurement negotiations.
• Apply domain insights in key verticals, particularly financial services and retail/B2C, to tailor Go-To-Market messaging and displace competitors.
• Partner with internal solutions engineering, marketing, and GTM leadership to sharpen territory strategy and deal velocity.

What do you need to succeed?

Technical Skills

• 8+ years of experience in enterprise B2B new business development with a proven record of self-generating pipeline and closing net-new logos.
• Demonstrated success navigating complex sales cycles and closing deals with $300K+ Annual Contract Value (ACV).
• Track record of selling software solutions or technical services directly to product management, engineering, or QA leaders.
• Domain experience selling into financial services, retail, or related high-volume B2C software verticals.
• Familiarity with the software testing, QA ecosystem, or technical SaaS category sales motions.
• Proven capability in managing multi-threaded evaluations involving technical, security, and procurement stakeholders.

Human Skills

• Hunter mindset: Motivated by outbound outreach, initiating cold conversations, and closing new business logos.
• Strategic problem-solver: Able to quickly digest complex technical environments and articulate business value to senior buyers.
• Complex negotiation: Experienced in navigating multi-buyer dynamics, technical evaluations, and contract negotiations.
• Clear communicator: Exceptional ability to lead structured, executive-level discussions and present complex business cases.
• Resilient execution: Ability to maintain high momentum across multi-month enterprise sales cycles.
• Adaptable collaborator: Works cross-functionally with pre-sales and marketing to optimize territory engagement.

What is the application process?

• Application
• Recruiter interview
• TestGorilla assessment
• 3-4 Team and Stakeholder interviews
• Reference checks
• Offer & background check