Account Director
Location: Remote New York, NY, Boston, MA, Austin, TX, or San Francisco, CA
About the job:
Testlio’s fully managed crowdsourced testing platform, powered by our proprietary intelligence technology - LeoAI EngineTM, 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. To learn more, visit testlio.com.
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. Success here looks like someone who can navigate a real sales cycle — multiple influencers, a technical evaluation, procurement, and a business case — not a transactional, single-call close.
- 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 company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers, while also contributing to our freelance network.
- Remote Work: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a fully remote and globally distributed team. Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace.
- Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.
- Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Several of our largest 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.
What is the application process?
At Testlio, we aim to hire individuals who are excited about their role, thrive in a fully remote environment, and have strong long-term potential with our team. Because we are a fully distributed company, our interview process includes conversations with several team members so you can get a well-rounded understanding of the role, the people you’ll work with, and how we collaborate. As a result, our interview process typically takes 3–4 weeks to complete. Interview Process:
- Application
- Recruiter interview
- TestGorilla assessment
- ~ 3-4 Team and Stakeholder interviews
- Reference checks
- Offer & background check
Diversity and Inclusion Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female-founded, and 46% of our team members identify as women. For more information, see the DEI section of our website.