About this role.
This is a senior, second-line enterprise sales leadership role focused on Qualtrics’ Manufacturing vertical across North America. The leader will manage 4–6 Enterprise Sales Leaders and more than 20 Account Executives, own aggressive ARR growth, and guide complex seven-figure SaaS land-and-expand opportunities. Core work includes vertical go-to-market strategy, executive sponsorship, forecasting, pipeline rigor, and cross-functional coordination with product, marketing, and solution engineering. The role requires 10–15+ years of enterprise SaaS commercial leadership, deep manufacturing-market credibility, and exceptional executive communication. It operates in a high-octane environment with substantial 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
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would begin by segmenting the market by manufacturing subsector, operational maturity, strategic priorities, and propensity to benefit from experience-management solutions. I would then define priority accounts, buying-center hypotheses, differentiated value messages, partner motions, and measurable pipeline and ARR milestones. The strategy would be refined through deal-level learning and regular feedback from customers, AEs, solution engineers, and product teams.
I would inspect the account map, business case, stakeholder alignment, competitive position, procurement path, and next-step quality. Together, we would identify the central obstacle and create a mutual action plan with clear executive engagement, proof points, decision criteria, and dated commitments. I would remain involved as an executive sponsor where it can accelerate alignment without displacing the account team.
I establish consistent stage definitions, evidence-based exit criteria, deal inspection cadences, and clear distinctions between pipeline, upside, and commit. I look for leading indicators such as multithreaded engagement, validated business outcomes, executive sponsorship, technical alignment, and a documented procurement process. Forecasting improves when leaders feel accountable for truth and are coached to surface risk early.
I set ambitious but transparent expectations, connect activity to customer value and revenue outcomes, and make performance standards consistent across the organization. I pair accountability with frequent coaching, deal support, skill development, and recognition for disciplined execution. This creates a culture where people move quickly, learn from losses, and collaborate to win strategically.
I would connect the platform to the executive's specific outcomes, such as frontline retention, operational consistency, dealer or customer loyalty, product feedback, quality insights, and brand perception. Rather than lead with features, I would quantify the business impact of acting on experience data across plants, service networks, digital channels, and supply chains. I would use relevant customer stories and a phased adoption plan to demonstrate measurable value and reduce implementation risk.
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 – Manufacturing
Why We Have This Role
Qualtrics empowers leading Manufacturing 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 Manufacturing 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 Manufacturing 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 Manufacturing sector.
How You’ll Grow
- Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Manufacturing vertical.
- Serve as a key domain thought partner, translating emerging Manufacturing 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 Manufacturing 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 Manufacturing 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 Manufacturing 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 Manufacturing 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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