Enterprise Account Executive - DoD/DoW

Bazeta; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

Qualtrics is seeking an Enterprise Account Executive for the U.S. Department of Defense. You will own territory strategies, manage complex multi-year deals, and build trusted advisory relationships with senior military leaders to close strategic opportunities.

Ideal candidates have 7–15+ years of enterprise software sales experience, strong MEDDPICC/MEDDIC proficiency, and familiarity with federal procurement. This remote role requires agile collaboration with internal teams and travel as needed.

Qualifications

• 7–15+ years of enterprise software, SaaS, or technology sales experience with the DoD.
• Proven track record of managing multimillion-dollar quotas and complex public sector sales cycles.
• Strong understanding of MEDDPICC/MEDDIC sales methodologies.
• Comfort navigating federal procurement processes and contract vehicles.

Responsibilities

• Own and execute territory strategies focused on the DoD across services and agencies.
• Develop, manage, and close complex enterprise sales opportunities while exceeding revenue targets.
• Establish trusted advisor relationships with senior military leaders and acquisition executives.
• Lead engagements with cross-functional teams including Solutions Engineering and Customer Success.

Skills

Enterprise sales

Public Sector know-how

Strategic selling

Executive influence

Education

Bachelor's degree

Tools

Salesforce.com

Job description

# Enterprise Account Executive - DoD/DoWUnited States2 hours agoID 5304449Price on request## DetailsEmployment type: Full-timeRemote: YesCompany: QualtricsLevel: Director## DescriptionAt 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. Enterprise Account Executive – U.S. Department of Defense (DoD) Why We Have This Role Our Enterprise Account Executive team is a group of highly driven individuals dedicated to helping the world’s most important organizations close experience gaps and make mission-critical decisions with confidence. Within the U.S. Department of Defense (DoD), military services, defense agencies, combatant commands, and adjacent national security organizations are increasingly focused on improving service member readiness, workforce engagement, citizen and stakeholder experiences, digital transformation, and mission effectiveness. Qualtrics' Experience Management (XM) platform empowers defense organizations to capture and act on feedback from military personnel, civilian employees, contractors, beneficiaries, and stakeholders. Through real-time insights and AI-powered actionability, Qualtrics helps defense leaders improve workforce readiness, retention, service delivery, training effectiveness, and mission outcomes. How You'll Find Success • Mission-First Mindset: Understands the unique needs, priorities, and procurement processes within the Department of Defense and aligns solutions to organizational and mission objectives. • Public Sector & Defense Acumen: Deep understanding of defense organizations, acquisition vehicles, budgeting cycles, federal regulations, and key stakeholder groups across military and civilian leadership. • Proven Strategic Seller: Consistent track record of exceeding quota and winning complex, high-value enterprise opportunities within Defense markets. • Complex Solution Selling: Ability to position and sell an enterprise-wide Experience Management platform across multiple defense functions, commands, and agencies while navigating large, distributed organizations. • Executive Influence & Negotiation: Skilled at building consensus across diverse stakeholders, navigating federal acquisition and procurement processes, and leading sophisticated contract negotiations. How You'll Grow • Structured, 100% performance-based promotion pathway. • Dedicated Career Action Planning alongside your leadership team. • Internal mobility opportunities (Qmobility) across global teams, verticals, and leadership tracks. • Exposure to some of the most strategic public sector digital transformation initiatives in the world. • Opportunities to partner with senior government leaders and influence large-scale modernization efforts. Things You'll Do • 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. • Maintain a strong understanding of federal procurement vehicles, contract structures, competitive dynamics, and budget priorities. • Lead complex, multi-stakeholder sales cycles in partnership with Solutions Engineering, Customer Success, Public Sector Leadership, Professional Services, and Alliance Partners. • Coordinate with systems integrators, channel partners, and federal contracting partners to accelerate growth across the defense ecosystem. • Build compelling business cases and mission-focused value frameworks that align Qualtrics capabilities to strategic defense objectives. What We're Looking For On Your Resume • A validated top performer with a proven track record of breakthrough sales results. • 7–15+ years of enterprise software, SaaS, or technology sales experience , with significant experience selling into the Department of Defense. • Demonstrated success managing multimillion-dollar quotas and complex public sector sales cycles. • Bachelor's degree required; advanced degree strongly preferred. • Demonstrated mastery of the 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 Department of Defense ecosystem strongly preferred.... Source: Jobicy (https://jobicy.com/jobs/159805-enterprise-account-executive-dod-dow)This listing comes from a partner feed. Apply on the source website.