About this role.
This senior sales leadership role owns net-new enterprise growth for Qualtrics’ Technology and Telecommunications vertical across North America. The leader will coach 4–6 Enterprise Sales Leaders and more than 20 Account Executives, while acting as an executive sponsor for strategic opportunities. Core work includes vertical GTM strategy, enterprise pipeline management, forecasting, executive engagement, and closing complex seven-figure SaaS agreements. Success requires extensive enterprise SaaS sales leadership, value-based selling, and strong commercial knowledge of pricing and multi-year deal structures. The environment is high-growth, quota-driven, and fast paced, with significant executive visibility.
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 start by defining the vertical’s highest-value use cases, buying centers, competitive landscape, and target-account segments. I then align messaging, account plans, enablement, demand generation, and partner motions around measurable customer outcomes, reviewing pipeline coverage and conversion metrics regularly to refine execution.
I establish a consistent operating cadence of deal reviews, pipeline inspections, account-plan reviews, and forecast calls. My coaching focuses on business pain, stakeholder mapping, compelling-event validation, mutual action plans, and executive alignment, while giving frontline leaders clear ownership for rep development and execution.
I use clear stage-exit criteria tied to verified customer actions, inspect deal-level evidence rather than relying on seller confidence, and separate pipeline from forecast categories. I also monitor leading indicators such as executive engagement, technical validation, procurement status, and mutual close plans, then use historical conversion data to challenge assumptions.
In a complex enterprise pursuit, I would align the account team around a quantified business case, map economic and technical decision-makers, and establish an executive-to-executive engagement plan. I would manage risks early—especially legal, security, procurement, and competing priorities—using a mutual action plan to keep the customer and internal teams accountable to a clear path to close.
I set high standards for activity quality, pipeline hygiene, customer value, and accountability rather than rewarding short-term behavior alone. By combining transparent metrics, targeted coaching, recognition of strong execution, and cross-functional support, teams can deliver near-term results while developing repeatable enterprise selling capabilities.
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 – Technology and Telecommunications
Why We Have This Role
Qualtrics empowers leading Technology and Telecommunications 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 Technology and Telecommunications 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 Technology and Telecommunications 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 Technology and Telecommunications sector.
How You’ll Grow
- Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Technology and Telecommunications vertical.
- Serve as a key domain thought partner, translating emerging Technology and Telecommunications 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 Technology and Telecommunications 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 Technology and Telecommunications 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 Technology and Telecommunications 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 Technology and Telecommunications 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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