Senior DoD SaaS AE at Qualtrics | Career Growth Role

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

Benefits offered by this job

Sign-on bonus

Restricted stock units (RSUs)

Medical, dental, vision, life and LTD

Job summary

Qualtrics is seeking a Senior Enterprise Account Executive focused on the U.S. Department of Defense. The role targets senior DoD stakeholders and requires MEDDPICC expertise to close multi-stakeholder, high-value opportunities.

Expect a hybrid work model and substantial travel to support government engagements. The position offers a performance-driven path with internal mobility and exposure to large-scale digital transformation initiatives across the defense ecosystem.

Qualifications

• 7–15+ years of enterprise software, SaaS, or technology sales experience with significant DoD focus.
• Proven track record of exceeding quota and navigating complex public sector sales cycles.
• Strong proficiency with federal procurement processes, contracts, and procurement vehicles.

Responsibilities

• Own and execute territory strategies focused on the DoD, including military branches and defense agencies.
• Develop, manage, and close complex enterprise opportunities while consistently exceeding revenue targets.
• Establish trusted advisor relationships with senior military leaders and SES members.
• Build executive engagement strategies across defense, readiness, and mission-support functions.
• Lead multi-stakeholder sales cycles in partnership with SE, CS, and partners.

Skills

DoD sales

MEDDPICC / MEDDIC

Salesforce.com

Enterprise software sales

Education

Bachelor's degree

Tools

Salesforce.com

Job description

Senior DoD SaaS AE at Qualtrics | Career Growth Role in Athens

This is a senior enterprise sales role targeting the highly specialized U.S. Department of Defense market — one of the most complex and lucrative segments in public sector SaaS. For the right candidate, it represents a significant career accelerator.

Compensation context: The base range of $105K–$127.5K is on the lower end for a DoD-focused enterprise AE at a company of Qualtrics' stature, where total OTE (on-target earnings) typically runs 2x base. Expect total comp in the $210K–$255K+ range, which is competitive for public sector SaaS but slightly below pure commercial enterprise AE roles at comparable companies.

• Mastery of federal procurement (IDIQs, GWACs, BPAs) — a rare, highly valuable skill set.
• Executive engagement at the SES and senior military officer level.
• MEDDPICC methodology in long-cycle, multi-stakeholder environments.
• AI-driven Experience Management platform selling — a growing category.

Green flags: Performance-based promotion path, internal mobility (Qmobility), exposure to large-scale digital transformation, and a category-leading product with 18K+ global clients.

Red flags to consider: Security clearance requirement adds friction; 50% travel is demanding; hybrid office requirement limits flexibility. The DoD sales cycle is notoriously long (12–24+ months), which can pressure short-term quota attainment.

Overall, this role is ideal for a mid-to-senior career SaaS seller with existing DoD relationships looking to deepen their public sector expertise and build toward a VP or strategic accounts leadership role.

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.

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.
• Ability to develop executive-level business cases tied to workforce transformation, readiness improvement, retention, employee engagement, digital modernization, and mission effectiveness.
• Understanding of government acquisition processes including IDIQs, GWACs, BPA structures, and partner-led contracting approaches preferred.
• Active security clearance or ability to obtain one is strongly preferred.
• Ability to travel up to 50% as needed for customer meetings, executive engagements, industry events, and stakeholder briefings.

What You Should Know About This Team

Our Defense team supports some of the most complex and mission-critical organizations in the world. We are a high-performing, collaborative team focused on helping military and civilian leaders modernize how they listen, understand, and act on feedback across their organizations. We partner closely with customers to improve workforce experiences, strengthen readiness, modernize service delivery, and drive measurable mission impact.

The team operates in a highly strategic environment where success requires curiosity, resilience, executive engagement skills, and the ability to navigate sophisticated public sector organizations. Our shared goal is to accelerate growth while helping defense leaders deliver exceptional outcomes for service members, civilian employees, and the missions they support.

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.

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.

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.

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 .

Is this role fully remote or does it require office time? This is a hybrid role. Qualtrics requires in-office presence three days per week — Mondays, Thursdays, and one additional day chosen by your organizational leader. The remaining days allow remote work. How much travel is expected for this position? The role requires up to 50% travel for customer meetings, executive engagements, industry events, and stakeholder briefings within the U.S. DoD ecosystem. What is the total compensation for this role? The base salary range is $105,000–$127,500 USD annually. As a quota-carrying sales role, additional commission, a sign-on bonus, and restricted stock units may also be included in the offer. Is a security clearance required to apply? An active security clearance is strongly preferred but not strictly required. Candidates who have the ability to obtain a clearance are also encouraged to apply. What experience level is Qualtrics looking for in this role? Qualtrics is looking for candidates with 7–15+ years of enterprise software, SaaS, or technology sales experience, with significant experience specifically selling into the Department of Defense.

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