Enterprise Account Executive - DoD/DoW

Qualtrics • Provo, UT

3d • Hybrid

About The Position

Qualtrics is hiring an Enterprise Account Executive focused on the U.S. Department of Defense (DoD). The role is responsible for helping military services, defense agencies, combatant commands, and adjacent national security organizations use Qualtrics’ Experience Management platform to improve service member readiness, workforce engagement, service delivery, training effectiveness, beneficiary experiences, and mission outcomes. The position requires understanding defense priorities and procurement processes, developing mission-aligned strategies, and selling complex enterprise solutions across large, distributed organizations.

The Account Executive owns territory strategy and the full sales process, building relationships with senior military and civilian leaders and coordinating with internal teams, systems integrators, channel partners, and federal contracting partners. The role operates in a strategic, collaborative defense team and offers a structured performance-based promotion pathway, career planning, internal mobility, and exposure to public-sector digital transformation initiatives.

Qualtrics follows a hybrid work model: employees work in the office three days a week—Mondays, Thursdays, and one day selected by their organizational leader—and may work where they want for the rest of the week. Travel of up to 50% may be needed.

Requirements

• A validated top performer with a proven track record of breakthrough sales results.
• 7–15+ years of enterprise software, SaaS, or technology sales experience, with significant experience selling into the Department of Defense.
• Demonstrated success managing multimillion-dollar quotas and complex public-sector sales cycles.
• Bachelor's degree required.
• Demonstrated mastery of the MEDDPICC / MEDDIC sales methodology.
• Strong proficiency in Salesforce.com, pipeline management, and forecast accuracy.
• Experience navigating federal purchasing processes, contract vehicles, and strategic procurement organizations.
• Ability to develop executive-level business cases tied to workforce transformation, readiness improvement, retention, employee engagement, digital modernization, and mission effectiveness.
• Ability to travel up to 50% as needed for customer meetings, executive engagements, industry events, and stakeholder briefings.

Nice To Haves

• Advanced degree.
• Existing relationships with senior decision-makers across the Department of Defense ecosystem.
• Understanding of government acquisition processes, including IDIQs, GWACs, BPA structures, and partner-led contracting approaches.
• Active security clearance or ability to obtain one.

Responsibilities

• Own and execute territory strategies focused on the Department of Defense, including military branches, defense agencies, and supporting organizations.
• Develop, manage, and close complex enterprise sales opportunities while consistently exceeding quarterly and annual revenue targets.
• Establish trusted advisor relationships with senior military leaders, Senior Executive Service members, acquisition leaders, program executives, and mission stakeholders.
• Build executive-level engagement strategies across Human Capital, Readiness, Training & Education, Digital Transformation, Customer Experience, Workforce Experience, and Mission Support organizations.
• Develop a deep understanding of Qualtrics XM solutions and apply them to workforce engagement, service member experience, readiness initiatives, training effectiveness, beneficiary experience, and organizational transformation.
• Maintain a strong understanding of federal procurement vehicles, contract structures, competitive dynamics, and budget priorities.
• Lead complex, multi-stakeholder sales cycles in partnership with Solutions Engineering, Customer Success, Public Sector Leadership, Professional Services, and Alliance Partners.
• Coordinate with systems integrators, channel partners, and federal contracting partners to accelerate growth across the defense ecosystem.
• Build compelling business cases and mission-focused value frameworks that align Qualtrics capabilities to strategic defense objectives.

Benefits

• Structured, 100% performance-based promotion pathway.
• Dedicated Career Action Planning alongside the leadership team.
• Internal mobility opportunities across global teams, verticals, and leadership tracks.
• Exposure to strategic public-sector digital transformation initiatives.
• Opportunities to partner with senior government leaders and influence large-scale modernization efforts.
• Hybrid work model with flexible work location for the rest of the week after three in-office days.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior