DoD Enterprise AE — Experience Management

Jobicy; United States; Hybrid; USD 105,000 - 128,000; Full time

Job summary

Qualtrics is seeking an Enterprise Account Executive for the U.S. Department of Defense to own territory strategies, build executive relationships, and close complex enterprise opportunities.

You will apply MEDDPICC/MEDDIC methodologies and navigate federal procurement processes to drive mission-critical outcomes. The role requires 7–15+ years in enterprise software or SaaS sales, DoD experience, and the ability to travel up to 50%.

Qualifications

• 7–15+ years of enterprise software, SaaS, or technology sales experience, with significant DoD experience.
• Demonstrated success managing multimillion-dollar quotas and complex public sector sales cycles.
• Bachelor’s degree required; advanced degree strongly preferred.
• Proven mastery of 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 DoD ecosystem strongly preferred.
• Ability to develop executive-level business cases tied to workforce transformation, readiness improvement, retention, employee engagement, digital modernization, and mission effectiveness.

Responsibilities

• 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.

Skills

Enterprise software sales

DoD sales experience

Sales forecasting

Executive engagement

Education

Bachelor's degree

Advanced degree preferred

Tools

Salesforce.com

Job description

Qualtrics is seeking an Enterprise Account Executive for the U.S. Department of Defense to own territory strategies, build executive relationships, and close complex enterprise opportunities.

You will apply MEDDPICC/MEDDIC methodologies and navigate federal procurement processes to drive mission-critical outcomes. The role requires 7–15+ years in enterprise software or SaaS sales, DoD experience, and the ability to travel up to 50%.