Enterprise Account Executive

Qualtrics • Provo, UT

12d • Hybrid

About The Position

Qualtrics is hiring a Federal Strategic Account Lead – Civilian Enterprise to lead enterprise-wide sales efforts within a dedicated Federal Civilian territory. The role acts as the CEO of the territory, driving digital transformation and revenue growth through net-new customer acquisition and strategic expansion in major Federal accounts and large independent agencies. The position involves engaging senior government leaders, shaping complex multi-year enterprise agreements, and coordinating internal teams and external System Integrator partners. The role is client-facing and includes travel up to 50% of the time, including to industry events and conferences.

The successful candidate will own the end-to-end enterprise sales process for the Qualtrics Platform, build strategic account plans, develop executive relationships, and guide complex procurement and contracting processes. The role is based in the DMV area and follows Qualtrics’ hybrid work model, with three office days each week and flexibility to work elsewhere for the remaining days.

Requirements

• 15+ years of quota-carrying enterprise software or SaaS sales experience.
• At least 5 years of direct sales experience in the Federal Civilian vertical.
• Demonstrated success exceeding enterprise sales targets and closing large, multi-year contracts in the Federal sector.
• Track record of executive-level impact and transformation conversations with agency CIOs, CDOs, and Senior Executive Service leadership.
• Deep knowledge of federal procurement processes, acquisition strategies, and funding cycles.
• Strong familiarity with federal security standards and policies, including FedRAMP, FISMA, and Authority to Operate processes.
• Extensive experience building productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
• Experience leading and strategically responding to major federal government RFIs and RFPs.
• Located in the DMV (Washington, D.C., Maryland, or Virginia) area.
• Exceptional verbal and written communication, quantitative and analytical skills, and conflict resolution abilities.

Responsibilities

• Develop a deep understanding of customer missions, create comprehensive capture strategies, and execute complex sales campaigns.
• Build multi-threaded executive relationships, develop customer champions, and maintain rigorous attention to detail.
• Apply enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close large deals.
• Understand and communicate product solutions and technical features as mission-critical business value.
• Travel and remain client-facing up to 50% of the time, including attending industry events and conferences.
• Lead the full enterprise sales cycle, including prospecting, tailored product demonstrations, executive presentations, and contract negotiations through close.
• Drive net-new revenue through major new-logo acquisitions and expansion of existing enterprise accounts.
• Coordinate Solution Engineers, Customer Success, Legal, and Information Security teams, and work with System Integrator and technology partners to accelerate Experience Management adoption.
• Create strategic account plans to grow existing business, identify new opportunities, and exceed quarterly and annual objectives.

Benefits

• Quarterly in-person team-building and strategic-alignment gatherings.
• Federal-specific training and executive enablement programs.
• Access to office space in Reston, Virginia, and Washington, D.C.
• Extended winter break through the New Year Recharge in early January.
• Hybrid work model with three office days per week and flexibility to work elsewhere for the remaining days.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed