Federal Account Executive

Qualtrics•Washington, DC

2d•$68,000 - $89,500•Hybrid

About The Position

At Qualtrics, we create software the world’s best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. We are the creators and stewards of the Experience Management category serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention—but most of all it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers. When you join one of our teams, you’ll be part of a nimble group that’s empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities—ready or not, they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people across the globe who think that’s work worth doing. The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The independent agencies Federal Account Executive is expected to partner with the independent agencies Account Lead to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting, and deal closure. The focus is on driving incremental revenue for Federal product lines and buyer personas. As a Federal Account Executive, your overarching objective is to drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within independent agencies. With a mission-first approach, the Qualtrics Federal team helps some of the largest and most impactful U.S. Federal organizations listen, understand, and take action on customer data. You will sell technology to solve real agency problems and tackle challenges that directly impact the outcomes and experiences of U.S. citizens. If you love a strategic, analytical sales process and working across diverse stakeholders in the Federal space, selling Qualtrics software will always keep you learning and growing. The Qualtrics Federal team prides itself on a strong culture of collaboration, hard-working mentality, and commitment to winning. Qualtrics Federal is the fastest-growing market unit within the company. We are just getting started. Join a team that is defining the Experience Management category in the Federal space and making a difference for our customers.

Requirements

4+ years of experience specifically managing accounts or selling into the independent agency space.
Successful track record of achieving assigned targets within the Federal vertical.
Successful track record providing executive-level impact to clients and partners.
Well-versed in Federal procurement processes and regulations.
Well-versed in Federal government security standards and policies (FedRAMP, HIPAA, etc.).
Prior experience in building relationships with relevant Federal agencies.
Prior experience responding to and winning competitive RFx solicitations.
Experience using sales processes such as MEDDICC.
Ability to learn and understand product solutions and features with excellent verbal and written communication skills.
Strong quantitative, analytical, and conflict resolution abilities.

Nice To Haves

Takes the initiative to understand the independent agencies services mission, create a strategic plan, and execute.
Elevates customer relationships to the next level through dedicated account management and collaboration with the independent agencies Account Lead.
Willingness to travel and be client-facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager).

Responsibilities

Partner with the independent agencies Account Lead to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting, and deal closure.
Drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within independent agencies.
Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across independent agencies and its operating divisions.
Become a trusted advisor to a variety of buyers in the Federal vertical.
Closely engage with clients at all points of the sales cycle—from prospecting, product demonstrations, and onsite presentations to contracting and closing.
Drive net new revenue growth through new logo acquisition and expansion of current accounts.
Meet quarterly and annual sales targets.
Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM).
Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunities.

Benefits

Quarterly in-person team activities.
Federal-specific training and focused sales enablement sessions to support individual success and career growth.
Team celebrations to recognize shared success.
Annual company gatherings in Salt Lake City/Seattle (X4) and Las Vegas (Sales Kick Off).
Medical, dental, vision, life and disability insurance.
401(k) with match.
Paid time off.
A wellness reimbursement.
Mental health benefits.
An experience bonus.
Sign-on bonus.
Restricted stock units.