---
title: 'Account Director (100% remote role in US) at Testlio'
canonical: 'https://feeny.ai/job/account-director-100-remote-role-in-us-testlio-americas-6bhqtrzb32ma'
type: 'job'
last_seen: '2026-09-13'
---

# Account Director (100% remote role in US) at Testlio

- **Company:** Testlio
- **Location:** Americas
- **Work type:** remote
- **Posted:** 2026-09-08
- **Last confirmed live:** 2026-09-13
- **Apply:** https://job-boards.greenhouse.io/testlio/jobs/8186522

## Job description

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](https://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](https://testlio.com/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](https://testlio.com/blog/building-a-strong-culture-remotely/). 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](https://testlio.com/customers/) 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](https://testlio.com/diversity-equity-and-inclusion/) of our website.

## About Testlio

## Company Overview
- **One-liner**: Testlio operates a fully managed, AI-powered crowdsourced software testing platform that helps brands deliver reliable digital experiences through on-demand global testing expertise.
- **Entity Type**: Private (Bootstrapped/Profitable, not VC-backed beyond early accelerator)
- **Headquarters**: Tallinn, Estonia (Remote-First)
- **Founded**: 2012
- **Founders**: Kristel Kruustük, Marko Kruustük

## Core Business
- **Primary Industry**: Software Testing & Quality Assurance (QA)
- **Target Customers**: B2B; Mid-Market and Enterprise product teams shipping global consumer and business applications (e.g., payments, retail, media, fintech)
- **Mission/Purpose**: Help brands deliver digital experiences that feel reliable, inclusive, intuitive, and worthy of customer trust.

## Products & Services
- **Testlio Platform (powered by LeoAI Engine™)**: A managed crowdsourced testing platform that combines human expertise with machine intelligence to orchestrate testing. Features include AI-powered test case generation, real-time triage, predictive insights, and deep toolchain integrations. It enables sourcing testers, managing runs, and reporting results.
- **Functional Testing**: Ensures core features work as expected across devices, browsers, and environments.
- **Manual & Exploratory Testing**: Deploys vetted, domain-aligned testers to uncover real usability and functional issues at speed.
- **Localization Testing**: Validates translation accuracy, layout, regional behavior, and cultural context with in-market testers.
- **Accessibility Testing**: Confirms accessibility compliance using assistive tools and diverse environments.
- **Payments Testing**: Validates the entire customer buying journey, including functional flow, integrations, usability, and compliance across 800+ payment methods.
- **AI Testing**: Evaluates model outputs, data sets, biases, and hallucinations to make AI features safe and ready for real users.

## Market Standing
- **Valuation**: Not publicly disclosed; company is profitable and has not raised significant venture capital beyond early accelerator rounds.
- **Key Metric**: **Total Funding** – Early-stage only (Techstars accelerator). Company is profitable and self-sustaining. No disclosed annual revenue.
- **Notable Investors/Partners**: Techstars (Austin accelerator, won AngelHack London 2012). Partners include major global brands (many enterprise clients undisclosed).
- **Growth Signals**: 
  - Holds **ISO/IEC 27001:2022** certification for enterprise security.
  - Provides coverage across **600K+ devices**, **800+ payment methods**, **150+ countries**, and **100+ languages**.
  - **100% remote** company with talent in over 150 countries; top-1% applicants accepted globally.
  - Offers a “fully managed” model with dedicated teams, crowdsourced bursts, and nearshore/outsourced options.

## Competitive Advantages
- **Managed, Not Marketplace**: Unlike pure crowdsourcing platforms, Testlio offers a fully managed service with vetted testers, dedicated teams, and end-to-end accountability.
- **LeoAI Engine™**: Proprietary AI layer that optimizes tester matching, workflow automation, and predictive insights, blending human domain expertise with machine intelligence.
- **Global, Real-World Coverage**: Access to 600K+ devices and real-world environments (150 countries, 100+ languages) provides unmatched diversity for testing global products.
- **Enterprise-Grade Security + Transparency**: ISO 27001 certified, with documented test execution, issue tracking, and auditor visibility.

## Strategic Focus
- **Deepening AI Capabilities**: The LeoAI Engine™ is a core strategic asset, used to automate workflow, surface insights, and test AI features themselves.
- **Specialized Vertical Testing**: Payments testing, localization, and accessibility testing represent key growth verticals, especially for fintech and global e-commerce clients.
- **Enterprise Adoption**: All processes are built for scale and compliance, targeting regulated industries like finance and healthcare.
- **Global Freelancer Community**: Continues to expand its vetted, global talent pool of freelance testers, rewarding quality and domain expertise.

## Why Work Here
- **100% Remote-First Culture**: Full-time and freelance teams operate across 150+ countries; no central office requirement.
- **Culture Values (R.O.A.R.)**: Built on **Resilient, Adaptive, Relentless**, and **Relational** principles. Sub-values include "Be Kind," "Give a Damn," "Challenge Forward," and "Foster Inclusion."
- **Employee Well-being**: Full-time employees receive a quarterly well-being stipend and access to optional counseling through Siffi.
- **Social Impact & Sustainability**:
  - Provides **$500 crisis-aid grants** to employees and contractors affected by natural disasters or humanitarian crises.
  - Purchases carbon offsets for travel, supports reforestation via One Tree Planted.
  - Donates to human rights, mental health, and global aid organizations.
- **Global, Diverse Team**: Deliberately embraces cultural, geographical, and cognitive diversity.
- **Career & Freelance Opportunities**: Open roles include QA Analysts, Quality Engineers, Freelance Testers (global), and corporate roles like Program Manager and Recruiting Manager.

## Sources
1. [testlio.com](https://www.testlio.com/) – Official website.
2. [testlio.com](https://www.testlio.com/about-us) – Company overview, leadership, culture, and values.
3. [testlio.com](https://www.testlio.com/careers) – Careers page with culture and culture code.
4. [job-boards.greenhouse.io](https://job-boards.greenhouse.io/testlio) – Active job listings.
5. [linkedin.com](https://www.linkedin.com/company/testlio) – LinkedIn company page.

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