Account Management Sales Leader

3 weeks, 1 day ago
Full-time
Executive
Sales and Business Development
Qualtrics

Qualtrics

Qualtrics provides leading Experience Management (XM) software for businesses to manage customer, product, employee, and brand experiences on a single platform, helping over 8,500 enterprises worldwide improve customer satisfaction, employee engagement...

Professional Services
5K-10K
Founded 2002

Description

  • Lead a team of six front-line leaders and more than 30 Account Executives.
  • Drive ARR expansion through SaaS and generative AI offerings across existing accounts.
  • Execute strategies to improve net retention rate, lifetime value, and account health.
  • Protect, renew, and expand high-value enterprise contracts, including seven-figure agreements.
  • Build a high-performing account management culture centered on value-based selling and executive partnership.
  • Train representatives on expansion motions, Executive Business Reviews, relationship multi-threading, and renewal forecasting.
  • Serve as executive sponsor for major renewals, multi-year extensions, and strategic cross-sell opportunities.
  • Develop account health strategies to mitigate churn and optimize complex contract negotiations.
  • Collaborate with Customer Success, Professional Services, and Product teams to align expansion with client outcomes.

Requirements

  • 10–15+ years of software subscription sales and commercial leadership experience, at the second level or higher.
  • Experience leading account expansion and large-scale existing-business teams.
  • Strong knowledge of SaaS, DaaS, and post-sale retention metrics, including NRR, GRR, and gross churn.
  • Proven success closing complex, multi-year contract renewals.
  • Experience managing expansion deal structures, co-terming, and enterprise negotiations.
  • Bachelor’s or advanced degree in business, technology, or a related field.
  • Exceptional communication, storytelling, and executive relationship-management skills.
  • Ability to balance renewal execution, cross-sell opportunities, client retention, and account growth.

Benefits

  • Competitive compensation.
  • Strategic career development opportunities.
  • Opportunity to work with a world-class team advancing experience management.
  • Equal employment opportunity and reasonable workplace accommodations for qualified individuals.

Interested in this position?

Apply directly on the company website

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