About this role.
Qualtrics is seeking an Enterprise Account Executive to sell its Experience Management SaaS platform to large Goods & Services organizations, including Fortune 100/500 accounts. The role owns strategic enterprise opportunities, develops executive-level client relationships, leads complex negotiations, and coordinates internal specialists to win large engagements. Candidates need 5–8 years of enterprise sales experience, a record of exceeding quota, MEDDIC proficiency, Salesforce discipline, and business-case development skills. This is a remote U.S. full-time sales role with significant travel requirements of up to 50% and a base salary supplemented by uncapped commissions and accelerators.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would explain the account’s business problem, map the buying committee and decision process, and show how I aligned a quantified business case to each stakeholder’s priorities. I would also describe how I managed risks, involved internal specialists, and ultimately closed the deal while protecting value and forecast accuracy.
I validate measurable metrics, identify the economic buyer, clarify decision criteria and process, uncover pain, confirm the champion, and assess competition. I use those findings to create a mutual action plan and determine whether the opportunity has a credible path to close.
I start with rigorous territory planning, sufficient qualified pipeline coverage, and account prioritization based on urgency, fit, and expansion potential. I maintain weekly pipeline hygiene, advance opportunities through clear next steps, and create executive alignment early enough to mitigate late-stage risk.
I first reconnect pricing to the customer’s expected business value and the cost of inaction rather than discounting immediately. When concessions are necessary, I trade rather than give—linking any pricing movement to commitments such as term length, scope, timing, referenceability, or payment structure.
I establish a shared account strategy, define owners and deadlines, and communicate the customer’s objectives, technical requirements, and decision timeline. Regular deal reviews with services, implementation, subject-matter experts, and leadership keep the proposal coherent and ensure commitments are executable.
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 – Goods & Services
Why We Have This Role
Our Enterprise Account Executive team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
How You’ll Find Success
- Takes initiative.
- Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
- Strong track record of exceeding quota.
- Ability to acquire clients.
- Strong negotiating skills.
- Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts.
How You’ll Grow
- Structured promotion process/auto promotion process
- Career Action Planning with Manager
- Qmobility
Things You’ll Do
- Quarterback strategic enterprise deals with Fortune 100/500 companies in your territory.
- Consistently hit and achieve quarterly/annual quotas.
- Cultivate professional relationships with existing clients and prospects throughout at all levels of an organization.
- Develop and maintain in-depth knowledge of Qualtrics’ solution offerings.
- Maintain a real-time understanding of the competitive landscape to build win-based proposals and pricing.
- Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach to secure large enterprise engagements
What We’re looking For On Your Resume
- A validated winner that has led breakthrough results.
- A bachelor’s degree or higher is required
- At least 5-8 years of individual enterprise-level sales experience
- Ability to travel up to 50%
- Experience using MEDDIC sales processes
- Experience using Salesforce.com and measuring system compliance
- Experience over-exceeding quarterly quotas
- Experience in developing business cases
- Experience working on complex contract negotiations
What You Should Know About This Team
We’ve grown our Enterprise Sales team to respond to strong client demand for the Qualtrics Insight Platform. Our team is a group of highly driven individuals that are intelligent, organized, and dedicated. We work together as a team to accomplish and surpass quarterly and annual objectives. We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.
Our Team’s Favorite Perks and Benefits
- Salary + Uncapped Commissions and Accelerators
- 100% Performance based promotions — not politics or tenure
- 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
- We offer private health insurance, annual experience bonus, wellness stipend to allow you to focus on yourself each quarter, and much more
- The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.
The Qualtrics Hybrid Work Model: While this role is exempt from working in office, our hybrid work model remains elegantly simple for the rest of the company: 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
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.
Applicants in the United States of America have rights under Federal Employment Laws:Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act
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.
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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, mental health benefits, and an experience bonus. For a detailed look at our benefits, visit Qualtrics US Benefits.
Remote Base Annual Pay Transparency Range
$109,500—$207,500 USD
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