Enterprise Account Executive - U.S. Department of Defense (DoD)Why We Have This RoleOur 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 TeamOur 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. #remote
