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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.

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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.

\nHead of Federal Sales\nWhy We Have This Role\n

Our Federal sales team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use. As the leader in our Federal group, you will manage a team of skilled and experienced manager and enterprise sellers - helping them grow a book of business and close deals.

\nHow You’ll Find Success\n\nTakes initiative\nUnderstands accountability - both personally and in a team setting\nUnderstands the expected outcome, gets the context, and then works entrepreneurially to get it done.\nHighly communicative and influences effectively, creating trust at the team level.\nStrong track record of exceeding quota.\nAbility to acquire clients\nStrong negotiating skills\nAbility to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts\nAbility to listen, coach, and grow individuals.\n\nHow You’ll Grow\n\nStructured promotion process/auto promotion process\nCareer Action Planning with Manager\nQmobility\n\nThings You’ll Do\n\nLead a team of 20+ Federal Account Executives\nCoaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.\nRecruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.\nProvide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.\nInterface and develop professional relationships with existing clients and prospects throughout at all levels of an organization.\nDisplay a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time.\nDevelop and maintain in-depth knowledge of Qualtrics' solution offerings.\nMaintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing.\nServe as an executive sponsor for deals\nMaintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing.\nDevelop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach \nGet actively involved in sales cycles to coach Frontline Managers and AEs to bring deals to close\n\nWhat We’re Looking For In You\n\nA validated winner that has led teams to breakthrough results.\nAt least 10+ years of individual SAAS sales experience in the public sector vertical\nAt least 5+ years managing a SAAS sales team, preferred but not required\nAbility to travel up to 50%\nExperience using MEDDIC sales processes\nExperience using Salesforce.com and measuring system compliance\nExperience over-exceeding quarterly team quotas through metric-based skill development and internal team management\nExperience working on complex contract negotiations\n\nWhat You Should Know About This Team\n

Our Public Sector Sales team has grown to respond to strong client demand for the Qualtrics Insight Platform. This growth has resulted in the need for an exceptional leader with a track record of attracting and developing strong talent.

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Our team is a group of highly driven individuals who are intelligent, organized, and dedicated. We work together to accomplish and surpass quarterly and annual objectives. We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.

\nOur Team’s Favorite Perks and Benefits\n\nSalary + Uncapped Commissions and Accelerators\n100% Performance based promotions -- not politics or tenure\nQuarterly team activities, winter and summer parties, and lots of Qualtrics swag\nWe offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more\nThe annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.\n\n

 

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The Qualtrics Hybrid Work Model: Our hybrid work model is elegantly simple: 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.

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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.

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Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act, Equal Opportunity Employment, Employee Polygraph Protection Act

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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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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 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.

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For full-time positions, this pay range is for base per year; however, base pay offered 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, in addition to a range of medical, financial, and other benefits, based on eligibility criteria.

Washington, DC Annual Pay Transparency Range$200,000—$250,000 USD