Enterprise Account Executive - Federal Civilian

The role

You will lead enterprise-wide sales efforts within a Federal Civilian territory to drive revenue growth. You will engage Senior Executive Service leaders, structure complex multi-year agreements, and orchestrate internal resources and external partners.

What you will do

• Execute the end-to-end complex enterprise sales process for the Qualtrics Platform.
• Engage with clients through prospecting, product demonstrations, executive presentations, and contract negotiations.
• Drive net-new revenue growth through new logo acquisition and expansion of current accounts.
• Orchestrate cross-functional teams including Solution Engineers, Customer Success, Legal, and Information Security.
• Act as a customer advocate with SI and technology partners.
• Build strategic account plans to exceed quarterly and annual objectives.
• Formulate comprehensive capture strategies and execute complex sales campaigns.
• Build multi-threaded C-level alignment and champion development.
• Use MEDDPICC and Command of the Message methodologies to forecast and close deals.
• Navigate complex government procurement cycles.

Required qualifications

• 15+ years of quota-carrying enterprise software/SaaS sales experience
• Minimum of 5+ years directly selling into the Federal Civilian vertical
• Documented track record in overachieving enterprise targets and closing multi-year contracts within the Federal vertical
• Track record of driving transformation conversations with agency CIOs, CDOs, and SES leadership
• Deep expertise in federal procurement processes, acquisition strategies, and federal funding cycles
• Strong fluency in federal government security standards and policies (e.g., FedRAMP, FISMA, ATO processes)
• Extensive experience building relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators
• Prior experience in leading and strategically responding to major federal government RFIs and RFPs
• Located in the DMV (Washington D.C., Maryland, Virginia) area

Benefits

• Medical
• Dental
• Vision
• Life and disability
• 401(k) with match
• Paid time off
• Wellness reimbursement
• Mental health benefits
• Quarterly in-person gatherings
• Federal-specific training and executive enablement programs
• New office-space in Reston, VA and Washington, D.C.
• Extended winter break via the New Year Recharge in early January

About the company

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