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# Enterprise Sales Leader – Public Sector, Federal

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/qualtrics.md)Share14 Sep 2026Published35Listing views2Application actions14 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryQualtrics is seeking a senior enterprise sales leader to manage and coach a federal public-sector sales team serving U.S. civilian, DoD, and intelligence agencies. The role owns net-new agency acquisition, contract expansion, pipeline rigor, forecasting, and long-term ARR growth through complex federal software procurements. It requires deep familiarity with federal procurement vehicles, FAR/DFAR, FedRAMP, system integrator partnerships, and executive-level government engagement. Success depends on leading long-cycle, seven-figure SaaS transactions while building an aggressive, mission-aligned go-to-market organization.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

5/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThis is an executive-level sales leadership position in a highly regulated market with long buying cycles, complex procurement structures, and substantial revenue accountability. Candidates must combine people leadership with deep federal-domain credibility and the ability to influence senior agency and contracting stakeholders.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianHighly competitive$436,500US market range$250k–$450k0$495k

AI insightThe disclosed annual base-pay range is $330,000 to $543,000 USD, with a midpoint of $436,500. A reasonable U.S. market estimate for base pay in a senior federal enterprise SaaS sales leadership role is approximately $250,000 to $450,000 annually; total compensation may be materially higher when uncapped variable earnings, equity, and sign-on compensation apply.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Federal SaaS Sales](https://jobicy.com/jobs?search_keywords=Federal%20SaaS%20Sales.md)[Enterprise Sales Leadership](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales%20Leadership.md)[Public Sector](https://jobicy.com/jobs?search_keywords=Public%20Sector.md)[Federal Procurement](https://jobicy.com/jobs?search_keywords=Federal%20Procurement.md)[FedRAMP](https://jobicy.com/jobs?search_keywords=FedRAMP.md)[FAR/DFAR](https://jobicy.com/jobs?search_keywords=FARDFAR.md)[Government Contract Vehicles](https://jobicy.com/jobs?search_keywords=Government%20Contract%20Vehicles.md)[Strategic Account Management](https://jobicy.com/jobs?search_keywords=Strategic%20Account%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[System Integrator Partnerships](https://jobicy.com/jobs?search_keywords=System%20Integrator%20Partnerships.md)

Sample interview questionsHow would you build a federal go-to-market plan for net-new agency acquisition?I would first segment the market by mission priority, budget availability, procurement accessibility, and platform fit. I would align account plans to agency initiatives, map executive and technical stakeholders, identify suitable contract vehicles and partners, then establish measurable pipeline, coverage, and conversion targets by team and agency.

Describe how you coach sellers through a long-cycle federal software opportunity.

I coach teams to validate a compelling mission problem, establish multithreaded relationships, and maintain a documented mutual action plan. I inspect procurement strategy, partner roles, competitive positioning, technical validation, security requirements, and next-step ownership at every stage to reduce avoidable deal risk.

What is your approach to working with system integrators and distributors in the federal market?

I treat partners as strategic extensions of the account team rather than transactional channels. I create joint account plans, clarify each party's value and commercial role, coordinate executive engagement, and ensure incentives and contract paths support a successful agency outcome.

How do you forecast large federal deals accurately despite uncertain procurement timelines?

I use evidence-based forecasting tied to confirmed customer actions, funding status, acquisition milestones, contract-vehicle readiness, stakeholder alignment, and legal or security dependencies. I separate upside from commit opportunities and communicate risks early so leadership can make informed coverage and investment decisions.

How would you engage an agency executive who is focused on modernization but skeptical of a new SaaS platform?

I would begin with the executive's mission objectives and identify the measurable experience, workforce, or service-delivery outcomes that matter most. I would then connect those outcomes to relevant use cases, security and compliance readiness, implementation pathways, and credible proof points from comparable public-sector environments.

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 – Public Sector (Federal)

Why We Have This Role

Qualtrics empowers federal government agencies to modernize service delivery, rebuild public trust, and enhance the mission experience. We enable government organizations to execute high-impact initiatives by leveraging our Experience Management platform and AI capabilities across public-facing digital services, civilian contact centers, and workforce programs. We are seeking a seasoned North America Enterprise Sales Leader for Public Sector (Federal) to drive net-new agency acquisition, contract expansion, and long-term ARR growth within defense, intelligence, and civilian agencies.

How You’ll Find Success

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Drive aggressive ARR growth across Federal Civilian, DoD, and Intelligence agencies by leveraging FedRAMP High Authorized SaaS and Generative AI offerings.

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Formulate and execute tailored vertical go-to-market strategies targeting key decision-makers across Citizen Experience (CX), IT Modernization, HR/Workforce, and Agency Leadership domains.

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Demonstrate a proven ability to originate, negotiate, and close complex, multi-year, multi-million-dollar federal software procurements via prime contracts, subcontracts, and GWACs/IDIQs.

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Cultivate a high-performing public sector sales culture rooted in mission-aligned value selling, federal account mapping, and executive engagement across federal leadership.

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Exhibit deep commercial acumen across federal procurement vehicles, government contract structures, system integrator (SI) partnerships, and competitive positioning within the federal market.

How You’ll Grow

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Scale high-visibility federal GTM initiatives with executive exposure that directly shapes the growth of our Public Sector organization.

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Serve as a key domain thought partner, translating executive mandates, federal compliance requirements, and government CX initiatives into actionable platform solutions.

Things You’ll Do

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Lead and coach a team of Enterprise Sales Leaders and Account Executives focused exclusively on US Federal Government agencies.

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Guide reps on complex, long-cycle federal sales opportunities, RFP/RFQ responses, pipeline generation, and precise sales forecasting.

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Act as an executive sponsor on major strategic agency pursuits, maintaining relationships with SES leaders, CIOs, CHROs, and procurement leaders at target departments.

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Drive rigorous pipeline management and contract execution strategies to ensure consistent quarterly revenue growth and agency penetration.

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Collaborate cross-functionally with Federal Solution Engineers, Public Sector Marketing, and Partner/Alliance teams (System Integrators and Distributors) to tailor GTM plays for government needs.

What We’re Looking For On Your Resume

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10-15+ years of enterprise SaaS sales and commercial leadership experience, with direct focus on the US Federal Public Sector market.

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Consistent track record of leading second-line or high-impact federal sales teams to exceed multi-million-dollar new-business quotas.

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Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed federal buyers and contracting officers.

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Deep knowledge of federal procurement processes, FAR/DFAR regulations, FedRAMP standards, and key contract vehicles (e.g., GSA Schedules, SEWP).

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Bachelor’s or advanced degree in business, technology, public policy, or a related field (U.S. Citizenship and eligibility for Security Clearance required).

*

Exceptional communication, executive presentation, and consultative storytelling capabilities.

What You Should Know About This Team

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We maintain a high-octane, results-driven culture focused on aggressive federal market expansion and sales excellence.

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Partnering with major government agencies to support critical public missions and deliver measurable value are core to our team’s identity.

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The operating environment is fast-paced and dynamic, demanding strong strategic focus, patience with federal buying cycles, and relentless prioritization.

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Innovation, continuous learning, and sharing best practices across the federal team are highly encouraged and expected.

Our Team’s Favorite Perks and Benefits

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Opportunity to shape the go-to-market strategy for enterprise-defining federal agency partnerships.

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Work with a world-class team driving innovation in mission experience management and secure Generative AI.

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Competitive compensation, uncapped earning potential, and strategic career advancement opportunities.

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](https://www.dol.gov/agencies/whd/posters/fmla),[Equal Opportunity Employment](https://www.eeoc.gov/poster),[Employee Polygraph Protection Act](https://www.dol.gov/agencies/whd/posters/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.

Not finding a role that’s the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life. Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics – upcoming events, behind-the-scenes stories from the team, interview tips, hot jobs, and more. No spam – we promise! You’ll hear from us two times a month max with fresh, totally tailored info – so be sure to stay connected as you explore your best role and company fit.

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](https://www.qualtrics.com/careers/us/en/us-benefits).

Remote Base Annual Pay Transparency Range

$330,000—$543,000 USD

Show more

[Apply now >](https://jobicy.com/jobs/153215-enterprise-sales-leader-public-sector-federal.md)

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