Enterprise Account Executive
Taken at the midpoint of its range, $118,000/yr, this role pays less than the middle Account Executive opening on the board today ($170k/yr); the usual band for that kind of seat is $132k–$355k/yr.
The posting
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. But we are more than a platform - we are the creators and stewards of the Experience Management category serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention - but most of all it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers.
When you join one of our teams, you’ll be part of a nimble group that’s empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities - ready or not, they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people across the globe who think that’s work worth doing.
Federal Strategic Account Lead – Civilian Enterprise
Why We Have This Role Qualtrics’ Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. As a senior Federal Strategic Account Lead, you will act as the CEO of your franchise, leading enterprise-wide sales efforts within a dedicated Federal Civilian territory. You will drive digital transformation by engaging Senior Executive Service (SES) leaders, structuring complex, multi-year enterprise agreements, and orchestrating a vast ecosystem of internal resources and external System Integrator (SI) partners. Your overarching objective is to drive exponential company revenue growth through net-new customer acquisition and strategic expansion within major accounts for example HUD, DoEd, SSA, etc. and large U.S. Independent Federal Agencies.
How You’ll Find Success
- Take the initiative to deeply understand the customer mission, formulate comprehensive capture strategies, and execute highly complex sales campaigns.
- Elevate customer relationships beyond standard account management by building multi-threaded C-level alignment, champion development, and rigorous attention to detail.
- Leverage deep expertise in rigorous enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close 7-8 figure deals.
- Demonstrate elite quantitative, analytical, and conflict resolution abilities to navigate complex government procurement cycles.
- Master product solutions and technical features, translating them into mission-critical business value through exceptional verbal and written communication.
- Travel and remain client-facing up to 50% of the time (including industry events and conferences) to foster trusted advisor relationships.
How You’ll Grow
- At Qualtrics Federal, we are a mission-driven team empowering top Federal Civilian agencies to listen, understand, and take action on their most critical data.
- You won't just be selling software - you will be delivering transformative solutions that solve complex agency challenges and advance the mission of government.
- If you are energized by a highly strategic, analytical sales process and excel at building consensus among diverse Federal stakeholders, this role offers the platform to lead market transformation and continually elevate your career.
Things You’ll Do
- Command the end-to-end execution of the complex enterprise sales process for the Qualtrics Platform, operating as the definitive trusted advisor within your Federal Civilian territory.
- Engage with clients at all phases of the sales cycle - spearheading targeted prospecting, leading highly tailored product demonstrations, delivering executive on-site presentations, and negotiating complex contracts through close.
- Drive aggressive net-new revenue growth through landmark new logo acquisition and massive expansion of current enterprise accounts.
- Orchestrate cross-functional teams (Solution Engineers, Customer Success, Legal, Information Security) and act as a thought leader and customer advocate with SI and technology partners to accelerate the adoption of Experience Management (XM).
- Build dynamic strategic account plans to grow existing business, identify prime new opportunities, and consistently exceed quarterly and annual objectives and key results.
What We’re Looking For
- 15+ years of quota-carrying enterprise software/SaaS sales experience, with a minimum of 5+ years directly selling into the Federal Civilian vertical.
- Documented successful track record in overachieving assigned enterprise targets and closing massive, multi-year contracts within the Federal vertical.
- A successful track record of providing executive-level impact, driving transformation conversations with agency CIOs, CDOs, and SES leadership.
- Deep expertise in federal procurement processes, acquisition strategies, and federal funding cycles.
- Strong fluency in federal government security standards and policies (e.g., FedRAMP, FISMA, ATO processes).
- Extensive prior experience in building highly productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
- Prior experience in leading and strategically responding to major federal government RFIs and RFPs.
- Located in the DMV (Washington D.C., Maryland, Virginia) area.
What You Should Know About This Team
- The Qualtrics Federal team prides itself on an elite culture of collaboration, a relentless work ethic, and a winning mentality.
- We are the fastest-growing sector within the company.
- Join a team that is building a legacy and making a tangible difference for our country's most vital institutions.
Our Team’s Favorite Perks and Benefits
- Quarterly in-person gatherings for high-impact team building activities and strategic alignment.
- Federal-specific training and executive enablement programs to continuously hone your enterprise skills.
- New office-space in Reston, VA as well as Washington, D.C.
- Extended winter break via the New Year Recharge in early January.
The Qualtrics Hybrid Work Model: Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life. #remote
Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.
Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act , Equal Opportunity Employment , Employee Polygraph Protection Act
Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.
Not finding a role that’s the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life. Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics - upcoming events, behind-the-scenes stories from the team, interview tips, hot jobs, and more. No spam - we promise! You'll hear from us two times a month max with fresh, totally tailored info - so be sure to stay connected as you explore your best role and company fit.
For full-time positions , this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, and mental health benefits. For a detailed look at our benefits, visit Qualtrics US Benefits .
Virginia Base Annual Pay Transparency Range
$106,500 - $129,500 USD
Taken from Qualtrics's own posting, last seen live on 30 Oct 2026.
The application
Your details and CV, then 22 questions (2 written).
- 1.Where have you seen Qualtrics prior to applying? Select all that apply.Pick any (10 options)
- 2.Are you of legal age to work in the country in which this position is based?Yes or no
- 3.Are you legally authorized to work in the country in which this position is located?Yes or no
- 4.Do you now or will you in the future require Qualtrics to commence ("sponsor") an immigration case in order to employ you (for example, an H-1B, TN or other employment-based immigration case)? This is sometimes called "sponsorship" for an eYes or no
- 5.Are you willing to undergo a background check as part of this hiring process?Yes or no
- 6.Have you ever worked at Qualtrics or Press Ganey Forsta in the following capacities? (check all that apply):Pick any (9 options)
- 7.What languages do you speak with professional proficiency?Short answer · optional
- 8.Have you completed a bachelor's degree or international equivalent?Yes or no
- 9.What month/year did you graduate with your bachelor's degree?Short answer
- 10.Have you been selling SaaS?Yes or no
- 11.What is your average deal size? (in local currency)Short answer
- 12.What is your average sales cycle?Short answer
- 13.What is the largest deal you have ever closed?Short answer
- 14.Do you specialize in any verticals? What size of accounts have you been selling to?Written answer
- 15.What territories do you cover?Short answer
- 16.What is the percentage of net-new logos vs current accounts do you sell into?Short answer
- 17.Who are your key stakeholders that you sell into?Short answer
- 18.What is the percentage of quota attainment against target for the past 3+ years? Have you achieved any awards for your performance (such as President's Club)?Written answer
- 19.Internal purposes only - no need to answerShort answer · optional
- 20.Are you related to a current employee of Qualtrics? A "relative" is defined as one of the following: spouse or significant other, parent/step parent, child/step child, grandparent, grandchild, brother, sister, uncle, aunt, nephew, niece, fiYes or no
- 21.If you answered yes to being related to a current Qualtrics employee, please specify name and relationship (N/A if not applicable).Short answer
- 22.What is the zip code of the location you're based in?Short answer
From Qualtrics's apply page, checked 30 Oct 2026.
About Qualtrics
Customer, employee and product experience management software for large organizations.
Pay schedule: Base salary plus uncapped commissions and accelerators, as several of its sales postings put it.
Carrying a quota today?
Hiring managers ask us for sellers with a certain segment, territory or track record. Fill in one profile, and when a seat matches it we make the introduction, never without your yes. It costs you nothing.
Qualtrics sales openings in your inbox
We look at Qualtrics's careers page every hour. Once a week you get its newest sales openings, plus close matches at other companies. Free, and one click stops it.