# Enterprise Account Executive - DoD/DoW **Company**: Qualtrics **Location**: United States (Remote) **Work arrangement**: remote **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/qualtrics/jobs/8318047?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_0cb1139e-433 ## Description 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 looking for an Enterprise Account Executive to join our Public Sector Sales team, focusing on the U.S. Department of Defense (DoD). **Why We Have This Role** Our Enterprise Account Executive team is a group of highly driven individuals dedicated to helping the world’s most important organizations close experience gaps and make mission-critical decisions with confidence. **How You'll Find Success** - Mission-First Mindset: Understands the unique needs, priorities, and procurement processes within the Department of Defense and aligns solutions to organizational and mission objectives. - Public Sector & Defense Acumen: Deep understanding of defense organizations, acquisition vehicles, budgeting cycles, federal regulations, and key stakeholder groups across military and civilian leadership. - Proven Strategic Seller: Consistent track record of exceeding quota and winning complex, high-value enterprise opportunities within Defense markets. - Complex Solution Selling: Ability to position and sell an enterprise-wide Experience Management platform across multiple defense functions, commands, and agencies while navigating large, distributed organizations. - Executive Influence & Negotiation: Skilled at building consensus across diverse stakeholders, navigating federal acquisition and procurement processes, and leading sophisticated contract negotiations. **How You'll Grow** - Structured, 100% performance-based promotion pathway. - Dedicated Career Action Planning alongside your leadership team. - Internal mobility opportunities (Qmobility) across global teams, verticals, and leadership tracks. - Exposure to some of the most strategic public sector digital transformation initiatives in the world. - Opportunities to partner with senior government leaders and influence large-scale modernization efforts. **Things You'll Do** - Own and execute territory strategies focused on the Department of Defense, including military branches, defense agencies, and supporting organizations. - Develop, manage, and close complex enterprise sales opportunities while consistently exceeding quarterly and annual revenue targets. - Establish trusted advisor relationships with senior military leaders, Senior Executive Service (SES) members, acquisition leaders, program executives, and mission stakeholders. - Build executive-level engagement strategies across Human Capital, Readiness, Training & Education, Digital Transformation, Customer Experience, Workforce Experience, and Mission Support organizations. - Develop a deep understanding of Qualtrics XM solutions and their application to workforce engagement, service member experience, readiness initiatives, training effectiveness, beneficiary experience, and organizational transformation. - Maintain a strong understanding of federal procurement vehicles, contract structures, competitive dynamics, and budget priorities. - Lead complex, multi-stakeholder sales cycles in partnership with Solutions Engineering, Customer Success, Public Sector Leadership, Professional Services, and Alliance Partners. - Coordinate with systems integrators, channel partners, and federal contracting partners to accelerate growth across the defense ecosystem. - Build compelling business cases and mission-focused value frameworks that align Qualtrics capabilities to strategic defense objectives. **What We're Looking For On Your Resume** - A validated top performer with a proven track record of breakthrough sales results. - 7–15+ years of enterprise software, SaaS, or technology sales experience, with significant experience selling into the Department of Defense. - Demonstrated success managing multimillion-dollar quotas and complex public sector sales cycles. - Bachelor's degree required; advanced degree strongly preferred. - 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. - Existing relationships with senior decision-makers across the Department of Defense ecosystem strongly preferred. - Ability to develop executive-level business cases tied to workforce transformation, readiness improvement, retention, employee engagement, digital modernization, and mission effectiveness. - 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. - Ability to travel up to 50% as needed for customer meetings, executive engagements, industry events, and stakeholder briefings. For more fresh new jobs, check out [yubhub.co](https://yubhub.co/). ## Skills ### Required - MEDDPICC/MEDDIC sales methodology - Salesforce.com - pipeline management - forecast accuracy - federal purchasing processes - contract vehicles - strategic procurement organizations ### Nice to have - Active security clearance - IDIQs - GWACs - BPA structures - partner-led contracting approaches --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/qualtrics/jobs/8318047?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)