Qualtrics

Account Management Sales Leader

Qualtrics • $150K — $180K *
US-AnywhereRemote in United States
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10-15+ years of software subscription sales and commercial leadership experience at a second-level or higher
  • Strong proficiency in SaaS, DaaS, and retention metrics
  • Proven success in leading teams focused on account expansion and complex contract renewals
  • Bachelor's or advanced degree in business, technology, or a related field
  • Exceptional communication and executive-level relationship management skills

Responsibilities

  • Lead a team of 6 front line leaders and 30+ Account Executives
  • Train reps on strategies for account expansion and renewal forecasting
  • Act as an executive sponsor on major renewals and cross-sell opportunities
  • Drive proactive account health strategies to optimize negotiations
  • Collaborate cross-functionally to align expansion with client success

Benefits

  • Opportunity to shape global marketing strategy for key partnerships
  • Work with a world-class team focused on innovation in experience management
  • Competitive compensation and career development opportunities
  • Engage at the intersection of technology partnerships and marketing innovation
Full Job Description
Account Management Sales Leader

Why We Have This Role

The Qualtrics Account Management Organization ensures clients continuously maximize value from their insights subscriptions and bespoke engagements. We empower clients to make confident decisions by driving adoption of our experience platform and unique data capabilities. We are seeking a seasoned North America Account Management Sales Leader to lead a team of 6 front line leaders and 30+ Account Executives to drive net-retention growth, cross-sell adoption, and multi-year renewals across our portfolio.

How You'll Find Success
  • Drive ARR expansion by leveraging SaaS and Generative AI offerings to achieve annual business growth across existing accounts.
  • Execute account expansion strategies focused on maximizing Net Retention Rate (NRR), Lifetime Value (LTV), and account health.
  • Demonstrate a proven ability to protect, renew, and expand high-value, seven-figure contracts across enterprise client bases.
  • Cultivate a high-performing account management culture that emphasizes value-based selling, strategic planning, and executive partnership.
  • Exhibit strong commercial acumen across retention metrics, expansion deal structures, co-terming, and complex contract renewals.

How You'll Grow
  • Scale strategic account management initiatives with executive exposure that directly drive core ARR and net-retention goals.
  • Act as a key thought partner in translating client feedback into new AI and experience management expansion opportunities.

Things You'll Do
  • Responsible of a team of 6 front line leaders and 30+ Account Executives.
  • Train reps on expansion motions, Executive Business Reviews (EBRs), multi-threading client relationships, and renewal forecasting.
  • Act as an executive sponsor on major enterprise renewals, multi-year extensions, and strategic cross-sell opportunities.
  • Drive proactive account health strategies to mitigate churn risk and optimize multi-party contract negotiation cycles.
  • Collaborate cross-functionally with Customer Success, Professional Services, and Product teams to align expansion with client success.

What We're Looking For On Your Resume
  • 10-15+ years of software subscription sales and commercial leadership experience (second-level or higher) focused on account expansion.
  • Strong commercial proficiency with SaaS, DaaS, and post-sale retention metrics (NRR, GRR, Gross Churn).
  • Proven track record leading large-scale existing business teams and closing multi-year, complex contract renewals.
  • Bachelor's or advanced degree in business, technology, or a related field.
  • Exceptional communication, storytelling, and executive-level relationship management skills.

What You Should Know About This Team
  • We maintain a high-energy culture centered on client retention, account growth, and performance meritocracy.
  • High customer satisfaction and measurable client ROI are central to our operational strategy.
  • Day-to-day execution is dynamic-balancing multi-year contract renewals with immediate cross-sell opportunities requires sharp prioritization.
  • Encouraging innovation and strategic input from all team members is critical to our continuous expansion.

Our Team's Favorite Perks and Benefits
  • Opportunity to shape the global marketing strategy for our most critical partnerships
  • Work with a world-class team driving innovation in experience management
  • Competitive compensation and strategic career development opportunities
  • Chance to work at the intersection of global technology partnerships and innovative marketing

About Qualtrics

Qualtrics is a software company that provides experience management solutions for businesses and organizations. The company was founded in 2002 by Ryan Smith, Jared Smith, and Stuart Orgill, and has since grown to become one of the leading providers of customer and employee experience software. Qualtrics offers a variety of products and services, including survey software, customer experience management, and employee engagement tools, and has over 12,000 customers worldwide. The company was acquired by SAP in 2018 for $8 billion, making it one of the largest software acquisitions in history.
Learn more about Qualtrics
Size
3,500 employees
Industry
Information Technology
Founded
2002
* Ladders Estimates

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