Enterprise Sales Leader – Public Sector, Federal
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Job Description
Enterprise sales leader driving Qualtrics’ secure experience-management software growth across US federal agencies. Leading federal sales teams, strategic procurements, and government go-to-market initiatives.
Responsibilities:
- Drive ARR growth across Federal Civilian, DoD, and Intelligence agencies using FedRAMP High Authorized SaaS and Generative AI offerings
- Formulate and execute vertical go-to-market strategies targeting decision-makers across Citizen Experience, IT Modernization, HR/Workforce, and Agency Leadership
- Originate, negotiate, and close complex, multi-year, multi-million-dollar federal software procurements via prime contracts, subcontracts, and GWACs/IDIQs
- Cultivate a high-performing public sector sales culture through mission-aligned value selling, federal account mapping, and executive engagement
- Scale high-visibility federal GTM initiatives
- Translate executive mandates, federal compliance requirements, and government CX initiatives into actionable platform solutions
- Lead and coach Enterprise Sales Leaders and Account Executives focused on US Federal Government agencies
- Guide representatives on long-cycle federal opportunities, RFP/RFQ responses, pipeline generation, and sales forecasting
- Serve as executive sponsor on strategic agency pursuits and maintain relationships with SES leaders, CIOs, CHROs, and procurement leaders
- Drive pipeline management and contract execution strategies for quarterly revenue growth and agency penetration
- Collaborate with Federal Solution Engineers, Public Sector Marketing, and Partner/Alliance teams to tailor government GTM plays
Requirements:
- 10-15+ years of enterprise SaaS sales and commercial leadership experience, with direct focus on the US Federal Public Sector market
- Consistent track record of leading second-line or high-impact federal sales teams to exceed multi-million-dollar new-business quotas
- Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed federal buyers and contracting officers
- Deep knowledge of federal procurement processes, FAR/DFAR regulations, FedRAMP standards, and key contract vehicles such as GSA Schedules and SEWP
- Bachelor's or advanced degree in business, technology, public policy, or a related field
- U.S. Citizenship
- Eligibility for Security Clearance
- Exceptional communication, executive presentation, and consultative storytelling capabilities
Benefits:
- Competitive compensation
- Uncapped earning potential
- Strategic career advancement opportunities
- Opportunity to shape the go-to-market strategy for enterprise-defining federal agency partnerships
- Work with a world-class team driving innovation in mission experience management and secure Generative AI
- Exempt from working in office under Qualtrics' hybrid work model
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