Enterprise Account Executive - DoD/DoW

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.