Enterprise Account Executive - DACH

Qualtrics; United States; Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Qualtrics Experience Program

Global community

Inclusive culture

Job summary

Qualtrics is seeking an Enterprise Account Executive to drive new revenue in the DACH market. You will own strategic relationships with Major Accounts, build multi-stakeholder engagement, and lead end-to-end sales cycles from prospecting to closing.

In this role, you will craft tailored value propositions, collaborate with cross-functional teams, and expand relationships within existing clients. Hybrid work model with emphasis on strategic enterprise selling.

Qualifications

• Significant experience selling SaaS solutions and engaging with Director and C-level in large enterprise accounts.
• Proven success in driving and navigating C-level engagement and connections at the highest level.
• Experience owning the full commercial capacity of strategic accounts.
• History of exceeding sales quotas and closing seven-figure deals.

Responsibilities

• Focus on acquiring new business and sell the Qualtrics Platform to key accounts.
• Develop comprehensive account plans from power maps to demand generation and closing strategies.
• Manage relationships between Qualtrics and senior executives of client and prospect companies.
• Collaborate internally with SDRs, solutions consultants, partners to create demand and drive engagement.
• Understand prospects' business issues to craft tailored solutions and build a strong ROI case.
• Maintain up-to-date knowledge of Qualtrics offerings and competitive landscape for winning proposals.

Skills

Relationship Building

Negotiation Skills

Multi-Selling

Empathetic Competitiveness

Entrepreneurial Mindset

Effective Communication

Job description

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 microphone 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.

Enterprise Account Executive - DACH

Why We Have This Role

Qualtrics is on the lookout for a proactive, collaborative seller that can help us lead and own the strategy for selling Experience Management (XM) SaaS within the largest accounts in the DACH market. We’re helping the world’s leading companies improve experiences. Our solutions allow our clients to have a 360° view of the entire experience enabling them to uncover what matters most to clients and employees with the ability to take action in real time. In the Enterprise Sales role, you will be working with Major Accounts with an overarching objective to drive company revenue growth through net new customer acquisition and expansion in our current customer base. This person will work collaboratively to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our clients.

How You’ll Find Success

• Relationship Building: Master stakeholder mapping to cultivate relationships with multiple contacts within an account, ensuring lasting partnerships.
• Negotiation Skills: Navigate negotiations with professionalism, understanding the art of give-and-take.
• Multi-Selling Approach: Drive engagement with various business stakeholders in parallel to create multifaceted selling opportunities.
• Empathetic Competitiveness: While being competitive, possess the ability to empathise and understand others’ perspectives.
• Entrepreneurial Mindset: Take initiative to grasp the expected outcomes and context, working independently to drive results.
• Effective Communication: Influence effectively at all levels, creating trust and collaboration within the team.

How You’ll Grow

By joining Qualtrics, you become part of a revolutionary team committed to shaping groundbreaking experiences.

• You will help us expand the XM category beyond where it is today with more advanced use cases & pioneering advancements in AI.
• Our mission is to build technology that positively impacts businesses and makes them more human.
• As a member of our global sales organisation, you will take ownership of a dedicated territory and develop robust strategies designed to drive demand and revenue.
• We foster an environment that encourages big-picture thinking, innovation, and creativity, enabling you to build relationships with multiple decision-makers and articulate the unique value proposition of Qualtrics.

Things You’ll Do

• Focus on acquiring new business and sell the Qualtrics Platform to key accounts.
• Develop comprehensive account plans, from power maps to demand generation and closing strategies.
• Manage relationships between Qualtrics and senior executives of both client and prospect companies.
• Strategising internally with SDRs (sales development representatives), solutions consultants, partners etc to create demand and drive senior engagement in accounts.
• Gain a thorough understanding of prospects' business issues and industry challenges to craft tailored solutions.
• Build compelling business cases that demonstrate clear ROI and value for clients.
• Maintaining a real-time understanding of Qualtrics' offerings and the competitive landscape to provide win-based proposals and pricing strategies.

What We’re Looking For On Your Resume

• Significant experience selling SaaS solutions, and experience in discussing strategic business issues at Director and C level in Large Enterprise accounts.
• Significant demonstrated success in driving and navigating C-level engagement & connections at the highest level.
• Significant experience in leading, planning and closing 7 figure deals.
• Significant experience in owning the full commercial capacity of Strategic Accounts.
• Strong track record in achieving and exceeding sales quotas.
• Ability to be creative in driving engagement with new contacts within an account.
• Fluency in German and English.
• You are passionate about educating potential clients on solutions relevant to their situation and helping them understand how the software can drive a return on investment for them.
• You can leverage your network in the market to generate interest in Qualtrics solutions.
• You have a desire to manage a territory like running your own consultancy.
• You engage with clients at all points of the sales cycle - from prospecting and acquiring clients, through demoing the Qualtrics product, to negotiating and closing, and beyond.
• You have the agility to adapt, pivot and change your approach based on the needs of your business.
• You partner well with internal teams and bring together internal resources that enable successful closure of deals.

What You Should Know About This Team

Qualtrics global sales team is dedicated to changing the way our customers focus on experiences. Forrester reports that companies generate a 674% return on investment when using Qualtrics. Now that's a solution you can get behind.

• As an Enterprise Sales professional, you will focus on new revenue through strategic, relationship-based selling. Our most successful sales employees have a track record of exceeding quotas, acting as trusted advisors to clients and being passionate teammates.
• The Qualtrics platform is versatile, adding value to a limitless array of decision makers. If you love a strategic, analytics sales process working with a variety of industries, departments and buyers, selling Qualtrics XM will always keep you learning and growing.
• Challenges excite us, as we view them as opportunities for growth and positive transformation.
• We are not merely observers of change; we actively initiate and drive it.

Our Team’s Favorite Perks and Benefits

• Qualtrics Experience Program - A bonus each year for an experience of your choosing
• Worldwide and diverse community that enjoys helping each other
• At Qualtrics we are constantly working to create an environment where everyone feels safe and comfortable coming to work and can, as a result of our culture, make their best possible contribution to our team

The Qualtrics Hybrid Work Model:

While this role is exempt from working in office, our hybrid work model remains elegantly simple for the rest of the company: 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.