About this role.
This is a senior enterprise SaaS sales role focused on state and local government (SLG) accounts. The Account Executive owns the full sales cycle, from prospecting and product demonstrations through executive presentations, negotiation, close, expansion, territory planning, and forecasting. Success requires at least eight years of quota-carrying sales experience, a strong history of exceeding targets, and the ability to sell complex platforms to C-suite and VP stakeholders. The role is remote within the United States and includes a disclosed annual base salary plus uncapped commissions and accelerators. It is a high-accountability position centered on new-logo acquisition, strategic account growth, and reliable revenue execution.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I began by mapping the economic buyer, executive sponsor, technical evaluators, procurement team, and end users. I used discovery to connect the solution to measurable business outcomes, created a mutual action plan with clear milestones, and maintained executive alignment through regular value reviews. By addressing security, implementation, and commercial concerns early, I closed the opportunity and established a foundation for expansion.
I segment accounts by strategic fit, budget potential, buying triggers, existing technology, and likelihood of near-term action. I identify agencies and departments with relevant experience-management use cases, develop account hypotheses, map stakeholders, and combine targeted outbound activity with partner and customer-reference strategies. I review pipeline coverage and conversion weekly to rebalance effort toward the highest-probability opportunities.
I prepare with a clear perspective on the organization's priorities, risks, and desired outcomes rather than leading with product features. During conversations, I ask concise, outcome-oriented questions, quantify the impact of current gaps, and connect capabilities to their strategic objectives. I follow through with tailored recommendations and clear next steps, which builds trust over time.
I inspect each opportunity against documented qualification criteria: compelling event, business impact, stakeholder alignment, decision process, commercial path, and mutual close plan. I separate optimism from evidence, update risks promptly, and use stage conversion and deal-cycle data to assess forecast quality. This produces a forecast that leadership can rely on while highlighting where I need executive or cross-functional support.
I would acknowledge the budget concern and return to the outcomes the customer needs to achieve. I would clarify the scope being compared, quantify the cost of the current problem, and demonstrate the differentiated value of Qualtrics for their specific use case, including adoption, scalability, and actionable insights. If appropriate, I would explore packaging and a phased rollout while protecting the solution's value and avoiding a price-only negotiation.
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 – SLG
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.
- Highly communicative and influences effectively, creating trust at the team level.
- 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
- You sell the Qualtrics platform and become trusted advisors to C-Suite, Director, and VP level leaders
- You engage with clients at all points of the sales cycle – including prospecting, product demonstrations, on-site presentations, through close
- You drive net-new revenue growth through new logo acquisition and expansion of current accounts
- You educate clients on packages and options applicable to their situation, demonstrating how features and benefits match their needs
- You develop and execute strategic plans for your territory and create reliable forecasts
- You focus on self-development through daily training and enablement
What We’re Looking For On Your Resume
- You have 8+ years of quota-carrying sales experience, ideally in SaaS (senior levels)
- Validated winner that has led teams to breakthrough results.
- You earned a Bachelor’s degree
- You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications
- You have a proven track record of hitting and exceeding quotas
- You love closing complex, consultative deals
- You are able to travel when necessary
What You Should Know About This Team
We’ve grown our Enterprise Sales team to respond to very strong client demand for the Qualtrics Insight Platform. This growth has resulted in the need to bring on an exceptional leader with a track record of attracting, developing and motivating an elite team of enterprise SaaS sales professionals.
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
- 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—$144,000 USD
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