Principal Account Executive - Public Sector

At Qualtrics, we create software that the world’s best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love.

We’re hiring a Principal Account Executive to lead growth across public sector and public utilities clients in ANZ from our Sydney hub. You’ll own complex, high-value opportunities that transform customer and employee experience through our SaaS XM platform, working directly with senior decision-makers and partnering with solutions consultants, services, marketing and customer success to design and close strategic programs.

How You’ll Find Success

• Takes initiative and works entrepreneurially to navigate long, multi-stakeholder sales cycles and complex procurement processes.
• Builds trusted senior relationships,influencing executives in HR, marketing and broader leadership.
• Consistent quota achiever with a proven ability to develop pipeline, forecast accurately and close large deals.
• Skilled at selling SaaS/business transformation software into public or commercial clients.
• Persuasive, tailored communicator: aligns value messaging to client goals and procurement requirements.
• Collaborative cross-functional partner who leverages product, services and marketing to create winning solutions.
• Adaptable to changing policy, market and client priorities in the public sector.

How You’ll Grow

• Develop as a strategic partner to government and utility leaders, influencing long-term transformation programs.
• Deepen expertise in enterprise SaaS for experience management and business transformation across public sector use cases.
• Expand skills in negotiating large, complex deals and managing procurement & tender processes.
• Gain visibility and influence across ANZ sales strategy and the broader product roadmap through customer insights.

Things you'll do

• Drive revenue and pipeline growth across ANZ public sector and utilities: prospect, qualify and close target accounts to meet and exceed revenue targets.
• Build strategic account plans, power maps and tailored opportunity strategies, then execute demand-generation and stakeholder engagement to convert opportunities.
• Engage and nurture stakeholders from champions to C-level, align on value and procurement timelines, and lock in long-term program outcomes.
• Navigate public procurement and deal execution. Lead tender/RFP responses where applicable and partner with legal, finance and sales ops to remove blockers and ensure compliant contracting.
• Lead tailored product demonstrations and craft commercial proposals with solutions consultants to maximise customer ROI and win probability.
• Coordinate a smooth transition to customer success and services teams, track adoption and outcomes, and drive renewal and expansion opportunities.

What We’re Looking For On Your Resume

• 7+ years of SaaS or software sales with a strong track record of meeting/exceeding quota,experience selling enterprise or transformation solutions.
• Demonstrated success selling into public sector, utilities or similarly complex, procurement-driven markets is highly desirable.
• Experience engaging senior decision-makers in HR, marketing, executive or program leadership functions.
• Proven ability to manage long, complex sales cycles, produce reliable forecasts and build a qualified pipeline.
• Strong negotiation, presentation and consultative discovery skills.
• Comfortable using Salesforce.com (or similar CRMs) and working with cross-functional sales enablement resources.
• Relevant tertiary qualifications and familiarity with government procurement/tender processes are advantageous.

What You Should Know About This Team

• We’re a high-performing ANZ public sector sales team focused on driving transformation through experience management technology.
• The role is consultative and strategic,ideal for sellers who enjoy complex deals, long-term programs and executive engagement.
• Collaboration is central: you’ll work closely with solutions consulting, services, marketing, legal and customer success.
• The team invests in development and promotes on performance,expect coaching, stretch targets and visible career progression.
• Working here gives exposure to meaningful public-sector outcomes that impact large populations and communities.

Our Team’s Favourite Perks and Benefits

• Salary + uncapped commissions and accelerators.
• Performance-based promotions,advancement driven by results.
• Private health insurance with comprehensive medical and extras coverage.
• Experience Leave , 5 additional days per year for experiences.
• Hybrid working (typically 3 days in office / 2 from home) and commuter allowance.
• Catered lunches and a well-stocked kitchen at our North Sydney office.