Enterprise Account Executive - K-12 Why We Have This RoleAt Qualtrics, our Enterprise sales teams tackle high-stakes institutional challenges, driving digital and cultural transformation across the nation's largest school districts and state agencies. In this role, you will lead transformative Experience Management (XM) initiatives across Tier-1 public school systems, regional educational agencies, and state DOEs to solve critical challenges-from school climate and educator retention to community engagement. You will serve as an executive strategic advisor to Superintendents, Cabinets, and elected School Boards, orchestrating complex multi-stakeholder sales campaigns. Working closely with internal deal teams-including Solutions Engineers, Education Strategists, Professional Services, and RFP Specialists-you will champion solutions that elevate student voice and reshape public education.
How You'll Find Success- Consultative Executive Advising: You thrive on establishing trusted partnerships with Superintendents, CAOs, CTOs, and School Board members, aligning software solutions directly with district strategic plans.
- Complex Deal Orchestration: You love navigating long, multi-stakeholder enterprise cycles (6-18 months) and mobilizing cross-functional experts to deliver compelling proposals.
- Public Sector Acumen: You are energized by mastering the nuances of public procurement, including state purchasing cooperatives (e.g., Omnia, TIPS), formal RFP/bids, and federal funding streams (Title I, II-A, IV).
- Strategic Territory Ownership: You take pride in building targeted account plans, executing disciplined land-and-expand strategies, and maintaining rigorous pipeline hygiene using MEDDPICC and Command of the Message.
- Autonomous Drive: You excel with the operational freedom to run your territory remotely while traveling on-site (25%-40%) to lead high-impact board and cabinet presentations.
How You'll Grow- Executive Leadership Pathways: Access structured leadership tracks, executive coaching, and continuous product enablement to accelerate your career.
- Category-Defining Influence: Deepen your domain mastery by expanding the Experience Management (XM) category across the public sector and statewide education systems.
- High-Complexity Deal Mastery: Hone your enterprise acumen by closing seven-figure, multi-year public sector agreements at scale.
Things You'll Do- Drive Strategic District Penetration: Formulate and execute account-level business plans for Tier-1 districts to successfully navigate budget seasons, long sales cycles, and school board approvals.
- Achieve ARR Impact: Meet and exceed annual seven-figure ARR targets through new logo acquisition, large-scale enterprise expansions, and multi-year contracts ($150K-$1M+ ACV).
- Deliver Value-Based Executive Advisory: Partner with district c-suites and board members to identify critical climate, staffing, and community gaps, mapping them to Qualtrics XM outcomes.
- Mobilize Cross-Functional Deal Teams: Lead Solutions Engineers, Education Strategists, RFP Specialists, and Executive Sponsors to craft winning, compliant public sector bids and presentations.
- Master Procurement & Public Funding: Align enterprise deals with cooperative contracts and federal/state funding allocations (Title I, Title II-A, Title IV, state legislative grants) to accelerate contract execution.
- Maintain Operational Rigor: Deliver reliable quarterly forecasts, disciplined pipeline tracking, and MEDDPICC qualification within Salesforce.com, Gong, and Clari.
What We're Looking For On Your Resume- Enterprise Quota Attainment: A documented track record of carrying enterprise SaaS quota and consistently hitting or exceeding seven-figure annual ARR targets.
- Complex Multi-Stakeholder Deals: Proven experience running 6- to 18-month consultative sales cycles with high ACVs ($150K-$1M+) and formal buying committees.
- Public Sector & Education Sales Background: Direct experience selling software, data, or analytics platforms into K-12 school districts, state/local government, or public sector agencies (with established relationships across Superintendents and state agencies preferred).
- Procurement & Bidding Competence: Demonstrated success navigating formal RFPs/RFIs, state purchasing cooperatives, and public funding mechanisms.
- Modern Sales Stack Mastery: Hands-on experience executing with MEDDPICC or Command of the Message, alongside CRM and sales intelligence platforms (Salesforce, LinkedIn Sales Navigator, Gong, Clari).
- Education & Mobility: Bachelor's degree and ability to travel 25%-40% for client meetings and national conferences.
What You Should Know About This Team- Qualtrics' K-12 Account Executive team is dedicated to changing the way our customers focus on Experience data. 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 Account Executive, you will focus on growing new revenue through strategic, relationship-based selling, a hunter mentality, and educating prospective and current customers on the value of Qualtrics XM. Our most successful Account Executives have a track record of exceeding quota, acting as trusted advisors to clients, and being passionate teammates.
- The challenge? Qualtrics XM is a very versatile platform, adding value to a limitless array of decision makers. If you love a strategic, analytical sales process and working with a variety of stakeholders, selling Qualtrics XM will always keep you learning and growing.
Our Team's Favorite Perks and Benefits- Salary + Uncapped Commissions and Accelerators
- 100% Performance based promotions -- not politics or tenure
- Catered lunch
- Culture - Incredible work environment - you can wear jeans and bring your dog to the office, anytime
- Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
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
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.
Remote Base Annual Pay Transparency Range
$105,000-$127,500 USD
