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Enterprise Account Executive - DoD/DoW

1 day, 13 hours ago
United States
Full-time
Lead
Account Executive
Sales and Business Development
Salesforce
Apply Now
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
5001+
Founded 2002
View All Jobs 4

Description

  • Own and execute territory strategies across DoD military branches, defense agencies, and supporting organizations.
  • Develop, manage, and close complex enterprise sales opportunities to exceed quarterly and annual revenue targets.
  • Build trusted-advisor relationships with senior military, SES, acquisition, program, and mission leaders.
  • Create executive engagement strategies across readiness, training, digital transformation, customer experience, workforce experience, and mission-support functions.
  • Position Qualtrics XM solutions for workforce engagement, service member experience, training effectiveness, beneficiary experience, and organizational transformation.
  • Navigate federal procurement vehicles, contract structures, competitive dynamics, and budget priorities.
  • Lead multi-stakeholder sales cycles with Solutions Engineering, Customer Success, Professional Services, Public Sector Leadership, and alliance partners.
  • Coordinate with systems integrators, channel partners, and federal contracting partners to drive growth.
  • Develop mission-focused business cases and value frameworks aligned to defense objectives.

Requirements

  • 7–15+ years of enterprise software, SaaS, or technology sales experience, including significant DoD sales experience.
  • Proven record of exceeding quotas and closing complex, high-value public-sector enterprise opportunities.
  • Experience managing multimillion-dollar quotas and complex public-sector sales cycles.
  • Bachelor’s degree required; advanced degree strongly preferred.
  • Mastery of MEDDPICC or MEDDIC sales methodology.
  • Proficiency with Salesforce.com, pipeline management, and forecasting.
  • Experience with federal purchasing processes, contract vehicles, and strategic procurement organizations.
  • Ability to build executive-level business cases tied to workforce transformation, readiness, retention, engagement, digital modernization, and mission effectiveness.
  • Understanding of government acquisition processes, including IDIQs, GWACs, BPAs, and partner-led contracting approaches (preferred).
  • Existing DoD senior-decision-maker relationships and an active security clearance or ability to obtain one (strongly preferred); ability to travel up to 50%.

Benefits

  • Hybrid work model with three in-office days per week and flexibility to work remotely the rest of the week.
  • 100% performance-based promotion pathway.
  • Career Action Planning with leadership.
  • Internal mobility opportunities across global teams, verticals, and leadership tracks.
  • Exposure to strategic public-sector digital transformation initiatives and senior government leaders.
  • Reasonable accommodations for qualified individuals with disabilities.

Interested in this position?

Apply directly on the company website

Apply Now

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