Federal Enterprise Account Executive
Job description
Federal Enterprise Account Executive at Qualtrics.
About the role
Qualtrics is seeking a driven sales professional to join its Federal team, focusing on the Department of Veterans Affairs (VA). This role involves managing the entire sales cycle for VA accounts, from initial lead generation to closing deals. The primary goal is to expand revenue by acquiring new customers and growing existing relationships within the VA.
Key facts
What you'll do
- Lead the sales efforts for the Department of Veterans Affairs (VA) account.
- Develop and implement strategic territory and account plans to increase Qualtrics platform adoption across the VA, including VHA, VBA, and NCA.
- Cultivate strong relationships and serve as a trusted advisor to various stakeholders in the Federal Healthcare sector.
- Manage the complete sales process, from prospecting and product demonstrations to contract negotiation and deal closure.
- Achieve quarterly and annual sales targets.
- Act as a thought leader and advocate for experience management (XM) adoption with partners.
- Collaborate with Qualtrics resources and partners to identify and develop new strategic opportunities.
Requirements
- 10+ years of experience in account management or sales specifically within the Healthcare or VA sector.
- Proven success in meeting assigned sales targets within the Federal vertical.
- Demonstrated ability to create executive-level impact for clients and partners.
- Strong understanding of Federal procurement processes and regulations.
- Familiarity with Federal government security standards and policies, such as FedRAMP and HIPAA.
- Previous experience building relationships with relevant Federal Healthcare contractors and GSIs.
- Experience in responding to and winning competitive RFx solicitations.
- Willingness to travel approximately 50% of the time.
- Must reside in the Washington D.C., Maryland, or Northern Virginia (DMV) area.
Nice to have
- Existing relationships within the VA territory (VHA, VBA, NCA).
Skills & tools
- MEDDICC (or similar enterprise sales processes)
- Strong verbal communication
- Strong written communication
- Quantitative analysis
- Analytical thinking
- Conflict resolution
Practical notes
Base annual pay for this full-time position in Washington, DC ranges from $158,000 to $207,500 USD. Compensation may also include a sign-on bonus and restricted stock units. Full-time employees receive comprehensive benefits including medical, dental, vision, life and disability insurance, 401(k) with match, paid time off, a wellness reimbursement, mental health benefits, and an experience bonus. Qualtrics operates a hybrid work model, requiring in-office attendance three days a week (Mondays, Thursdays, plus one day chosen by leadership). The company provides Federal-specific training and sales enablement sessions. Quarterly in-person team activities and annual company gatherings are also part of the experience.