Account Director

Testlio is a fully managed crowdsourced testing platform powered by its proprietary intelligence technology, the LeoAI Engine™. It integrates expert, on-demand testers into your release process, offering global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages. Visit testlio.com for more details.

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 act as a hunter, opening doors, building a pipeline from scratch, and leading complex multi-stakeholder deal cycles with senior product and engineering executives. Joining our Growth team, you will be a key revenue driver targeting $300K+ annual contract value opportunities. This is not an account management or renewal-focused role.

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. Success here involves navigating a real sales cycle—multiple influencers, technical evaluation, procurement, and a business case—not a transactional, single-call close.
• Autonomy to build from scratch: Operate as an entrepreneurial hunter in a defined territory, using 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 company with an inclusive, purpose-driven culture. Half of the team identifies as women. As a TestLion, you’ll contribute to exceptional digital experiences for customers and our freelance network.
• Remote Work: Our culture is built around remote work, with systems in place for asynchronous collaboration. Testlio provides tools and guidance for success in a fully remote setting, encouraging sustainable work practices.
• Investment in You: Enjoy flexible paid time off, stock options, and a $300 annual learning stipend for personal and professional development.
• Winning Business: Testlio is growing, profitable, and cash-strong, with exceptional clients who provide a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Several clients have been with us for 7+ years, and many spend $500K+/year with Testlio.

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.