About this role.
Qualtrics is hiring a senior North America enterprise sales leader to grow Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment accounts. The leader will manage and coach 4–6 sales leaders and more than 20 account executives while owning strategic pipeline execution, forecasting, executive relationships, and net-new logo growth. Success requires extensive enterprise SaaS sales leadership, vertical go-to-market strategy, and the ability to close complex, seven-figure, multi-year deals. This is a remote US full-time role with a high-performance, results-driven operating environment and a disclosed annual base-pay range.
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 would begin by segmenting the market by customer maturity, strategic pain points, and revenue potential. I would define priority account tiers, map relevant CX, operations, brand, and HR stakeholders, build industry-specific value propositions, and establish measurable pipeline, conversion, and ARR targets. I would then align sales, marketing, product, and solution engineering around repeatable plays and continuously refine them using win-loss and pipeline data.
I establish a clear account strategy that identifies the economic buyer, champions, decision process, competitive landscape, and quantified business case. Coaching focuses on multithreading, executive meeting preparation, mutual action plans, risk identification, and disciplined next steps. I remain directly involved as an executive sponsor when needed while ensuring the seller owns the customer relationship and deal execution.
I would use a balanced set of leading and lagging indicators, including qualified pipeline coverage, pipeline creation, stage conversion, sales-cycle length, forecast accuracy, win rate, average contract value, net-new ARR, attainment, and rep productivity. I would inspect these metrics by vertical, territory, segment, and seller to identify constraints early. The goal is to create accountability while using data to coach effectively rather than merely report results.
I prepare around the customer’s strategic priorities, financial objectives, operational challenges, and industry trends before engaging. In meetings, I lead with a concise, outcome-based point of view and use relevant proof points rather than product features. I also ensure every interaction produces a practical next step tied to the executive’s business goals and the broader buying process.
I would quickly separate the issue into pipeline-generation, qualification, conversion, capacity, and execution components. I would mobilize targeted account-based plays, increase executive outreach to high-potential accounts, tighten qualification standards, and create deal-specific recovery plans for near-term opportunities. At the same time, I would communicate a transparent forecast and corrective plan to leadership, ensuring the team balances immediate execution with rebuilding future-quarter coverage.
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 – Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment
Why We Have This Role
Qualtrics empowers leading Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment sectors.
How You’ll Grow
- Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment verticals.
- Serve as a key domain thought partner, translating emerging Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment sectors.
- 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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 Travel & Hospitality, Retail & Restaurants, and Sports Media & Entertainment 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.
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.
Remote Base Annual Pay Transparency Range
$330,000—$543,000 USD
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
