Enterprise Account Executive

About the role

You will own the end-to-end sales cycle for strategic Fortune 100 and 500 accounts in your assigned territory, driving revenue growth and client success. You will act as the quarterback for large, complex enterprise deals, aligning internal stakeholders to deliver tailored Qualtrics Experience Management solutions that address critical business challenges. The role requires a high level of entrepreneurial ownership where you understand the desired outcomes and then execute with agility to achieve them. You will build and nurture executive-level relationships, positioning Qualtrics as the indispensable platform for driving action and improving frontline experiences. Success in this role is defined by your ability to consistently exceed quotas and close strategic wins in highly competitive markets. You will leverage data and competitive intelligence to craft compelling, win-based narratives that resonate with C-suite decision-makers. This is a role for a resilient, proactive leader who thrives on complex problems and sees every challenge as an opportunity to create value.

Key facts

What you'll do

Quarterback strategic enterprise deals with Fortune 100 and 500 companies across your assigned territory, ensuring alignment across all internal stakeholders.

Consistently hit and achieve quarterly and annual sales quotas through disciplined execution and proactive pipeline management.

Cultivate professional relationships with existing clients and prospects at all organizational levels to uncover needs and drive adoption.

Develop and maintain an in-depth, real-time understanding of the Qualtrics Experience Management platform and its core capabilities.

Maintain a current analysis of the competitive landscape to build persuasive, win-based proposals and optimized pricing strategies.

Develop and nurture positive working relationships with internal teams such as Professional Services, Implementation, and Subject Matter Experts to ensure seamless execution.

Leverage the MEDDIC sales methodology to navigate complex enterprise sales cycles and validate stakeholder intent.

Utilize Salesforce.com to accurately track deals, forecast revenue, and ensure full system compliance on all opportunities.

Consistently exceed quarterly quotas by identifying new opportunities and expanding value within existing accounts.

Create and deliver robust business cases that clearly articulate ROI, risk mitigation, and strategic impact for enterprise buyers.

Engage in complex contract negotiations, ensuring terms align with company standards while protecting long-term client relationships.

Drive the sales process from initial discovery through to contract signing and implementation, maintaining momentum at every stage.

Requirements

A validated seller who has led breakthrough results in previous enterprise sales roles, demonstrating a clear history of success.

A bachelor's degree or higher is required as a baseline qualification for this position.

Possess a minimum of 5 to 10 years of individual enterprise-level sales experience in a SaaS or technology environment.

Willingness and ability to travel up to 50% of the time to engage with clients and stakeholders across the United States.

Hands-on experience using MEDDIC sales processes to structure and progress complex deals.

Demonstrated experience using Salesforce.com for pipeline management, reporting, and measuring system compliance.

A proven track record of consistently over-exceeding quarterly and annual sales quotas.

Experience developing comprehensive business cases and ROI models to support enterprise purchasing decisions.

Significant experience in managing complex contract negotiations and closing multi-stakeholder agreements.

An understanding of large-scale implementation cycles and the ability to manage expectations throughout the customer journey.

Practical notes

This role operates within a remote-first environment across the United States, with no mandatory office location specified. You are expected to manage your own schedule and maintain strict availability to support enterprise clients during standard business hours. Travel requirements include up to 50% domestic travel to meet with clients, attend strategic workshops, and participate in team initiatives as needed. There are no specific visa sponsorship details provided in the source material, and all candidates must comply with standard employment eligibility requirements in the United States. The position does not list a fixed compensation package in the source document, so details regarding salary, commissions, or accelerators are not outlined here. Success in this role depends on your ability to work autonomously, manage multiple enterprise opportunities simultaneously, and adhere to the structured sales methodologies that define the Qualtrics Enterprise team. You will be evaluated on your capacity to build trust at the highest levels of the organization, navigate lengthy sales cycles, and deliver outcomes that reinforce the value of the Qualtrics platform. The role is designed for individuals who are comfortable with ambiguity, enjoy solving multifaceted problems, and are committed to continuous learning and improvement in a high-growth environment.