About this role.
Qualtrics is hiring a senior enterprise sales leader to drive net-new logo acquisition and ARR growth in its Services vertical across North America. The leader will manage and coach 4–6 Enterprise Sales Leaders and more than 20 Account Executives while sponsoring strategic C-level opportunities. The role requires deep enterprise SaaS expertise, vertical go-to-market strategy, sophisticated forecasting, and the ability to close complex seven-figure, multi-year transactions. It operates in a high-pressure, fast-moving commercial environment with significant executive visibility and accountability for quarterly revenue performance.
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 begin by translating the annual target into segment, territory, pipeline-coverage, and conversion metrics. I establish a consistent operating cadence around deal inspection, executive engagement, enablement, and forecast accountability, then coach leaders on the few actions most likely to improve win rates and cycle time. This makes performance visible early and enables targeted intervention rather than end-of-quarter escalation.
I would first prioritize subsegments with the clearest Experience Management use cases, such as frontline operations, customer loyalty, employee experience, and brand perception. I would define buyer personas, value hypotheses, proof points, account tiers, and partner motions for each segment. I would then operationalize the strategy through account plans, vertical messaging, field enablement, marketing plays, and measurable pipeline and conversion targets.
I help the team validate the customer’s business problem, economic impact, buying process, decision criteria, and stakeholder map before proposing a solution. I inspect the mutual action plan, competitive position, commercial structure, and executive sponsorship strategy, while ensuring the account team can articulate a compelling value case. My role is to remove barriers, sharpen strategy, and bring senior executive support at moments where it can change the outcome.
I use a common qualification methodology, clear stage-exit criteria, and evidence-based deal reviews rather than relying on seller optimism. Forecast calls should examine customer commitments, procurement steps, legal dependencies, executive access, competition, and close-plan dates. I also compare leading indicators such as pipeline creation and stage conversion against historical performance to identify risk before the quarter closes.
I set high standards with transparent expectations, objective performance metrics, and frequent coaching. At the same time, I invest in career development, peer learning, recognition, and practical support for navigating complex deals. A durable high-performance culture combines accountability with trust: people should know what excellent execution looks like and feel empowered to ask for help early.
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 Sales Leader – Services
Why We Have This Role
Qualtrics empowers leading Services brands to transform frontline operations, customer loyalty, and brand perception through data-driven insights. We enable enterprise organizations to make high-impact decisions by leveraging our Experience Management platform and AI capabilities across locations, digital channels, and supply chains. We are seeking a seasoned North America Enterprise Sales Leader for Services to drive net-new logo acquisition and commercial growth within this critical vertical.
How You’ll Find Success
- Drive aggressive ARR growth across top-tier Services accounts leveraging SaaS and Generative AI offerings.
- Formulate and execute tailored vertical go-to-market strategies targeting key decision-makers across CX, Brand, Operations, and HR domains.
- Demonstrate a proven ability to originate, negotiate, and close complex, multi-year, seven-figure enterprise land-and-expand deals.
- Cultivate a high-performing enterprise sales culture rooted in value-based selling, strategic account mapping, and executive engagement.
- Exhibit deep commercial acumen across modern SaaS deal structures, pricing models, and competitive positioning within the Services sector.
How You’ll Grow
- Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Services vertical.
- Serve as a key domain thought partner, translating emerging Services market trends into actionable platform solutions.
Things You’ll Do
- Lead and coach a team of 4-6 Enterprise Sales Leaders and 20+ Account Executives focused exclusively in the Services sector.
- Guide reps on complex, solution-oriented sales cycles, executive pitch development, pipeline generation, and precise sales forecasting.
- Act as an executive sponsor on major strategic opportunities, maintaining relationships with C-level stakeholders at target accounts.
- Drive rigorous pipeline management and deal-closing strategies to ensure consistent quarterly revenue execution and market penetration.
- Collaborate cross-functionally with Solution Engineers, Product Management, and Marketing to tailor GTM plays for Services nuances.
What We’re Looking For On Your Resume
- 10-15+ years of enterprise SaaS sales and commercial leadership experience, with direct focus or leadership in the Services sectors.
- Consistent track record of leading second-line or high-impact sales teams to exceed multi-million dollar new-business quotas.
- Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed enterprise buyers.
- Bachelor’s or advanced degree in business, technology, or a related field.
- Exceptional communication, executive presentation, and consultative storytelling capabilities.
What You Should Know About This Team
- We maintain a high-octane, results-driven culture focused on aggressive market expansion and sales excellence.
- Winning major enterprise brands and delivering clear, measurable business value are core to our team’s identity.
- The operating environment is fast-paced and dynamic, demanding strong strategic focus and relentless prioritization.
- Innovation, continuous learning, and sharing best practices across the vertical team are highly encouraged and expected.
Our Team’s Favorite Perks and Benefits
- Opportunity to shape the go-to-market strategy for enterprise-defining Services partnerships.
- Work with a world-class team driving innovation in experience management and Generative AI.
- Competitive compensation, uncapped earning potential, and strategic career advancement opportunities.
- Hybrid work model designed to foster impactful collaboration alongside flexible remote work capabilities.
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
$330,000—$543,000 USD
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