Enterprise Account Executive - DoD/DoW

The role

You will own and execute territory strategies focused on the Department of Defense. You will develop, manage, and close complex enterprise sales opportunities to meet revenue targets.

What you will do

• Own and execute territory strategies focused on the Department of Defense.
• Develop, manage, and close complex enterprise sales opportunities.
• Establish trusted advisor relationships with senior military leaders and mission stakeholders.
• Build executive-level engagement strategies across various defense functions.
• Develop a deep understanding of Qualtrics XM solutions and their applications.
• Maintain a strong understanding of federal procurement vehicles and budget priorities.
• Lead complex, multi-stakeholder sales cycles in partnership with various internal teams.
• Coordinate with systems integrators, channel partners, and federal contracting partners.
• Build compelling business cases and mission-focused value frameworks.

Required qualifications

• 7–15+ years of enterprise software, SaaS, or technology sales experience.
• 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.
• Ability to travel up to 50% as needed.

Nice to have

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

Benefits

• Medical
• Dental
• Vision
• Life and disability
• 401(k) with match
• Paid time off
• Wellness reimbursement
• Mental health benefits

About the company

Qualtrics creates software used by brands to deliver frontline experiences and design products. They are the creators and stewards of the Experience Management category serving over 18K clients globally.