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Federal Enterprise Account Executive - SSA & Dept of Edu

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 6,000 people across the globe who think that’s work worth doing.

Federal Strategic Account Lead

Why We Have This Role

Qualtrics’ Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. The Federal Senior Account Executive is expected to lead all sales efforts within his or her assigned territory, including prospect identification, lead generation, sales calls, handling the sales cycle, proposal and contract negotiation through deal closure, with a specific focus on driving incremental revenue for our Federal product lines and buyer personas. As a Federal Senior Account Executive, your overarching objective is to drive company revenue growth through net new customer acquisition, as well as expansion in our current customer base for the U.S. Department of Education, U.S. Social Security Administration, U.S. Independent Federal Agencies, etc.

How You’ll Find Success

  • Takes the initiative to understand the customer mission, create a strategic plan, and execute
  • Takes customer relationships to the next level from great account management
  • Experience using enterprise sales processes such as MEDDICC
  • Ability to learn and understand product solutions and features with excellent verbal and written communication skills
  • Strong quantitative, analytical, and conflict resolution abilities
  • Willingness to travel and be client facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager)

How You’ll Grow

As a mission-driven company within Qualtrics Federal, our SaaS platform is used to help some of the largest and most impactful Federal organizations in the world listen, understand, and take action with their data. You will sell technology that will solve actual agency problems and challenges. If you love a strategic, analytical sales process and working with a variety of stakeholders in the Federal space, selling Qualtrics software will always keep you learning and growing.

Things You’ll Do

  • Sell the Qualtrics Platform and become a trusted advisor to a variety of buyers in the Federal vertical
  • Engage with clients at all points of the sales cycle - including prospecting, product demonstrations, on-site presentations, through close
  • Drive net-new revenue growth through new logo acquisition and expansion of current accounts
  • Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM)
  • Meet quarterly and annual objectives and key results
  • Build strategic account plans to grow the existing business and identify new opportunities with customers and through partners

What We’re Looking For On Your

  • 2-6 years of experience selling SaaS solutions to the Federal vertical
  • Successful track record in achieving assigned targets within the Federal vertical
  • Successful track record providing executive-level impact to clients and partners
  • Well-versed in federal procurement processes and regulations
  • Well-versed in federal government security standards and policies
  • Prior experience in building relationships with relevant federal contractors
  • Prior experience in responding to federal government RFI's and RFP's

What You Should Know About This Team

  • The Qualtrics Federal team prides itself on its culture of collaboration, hard working mentality, and winning
  • We are the fastest growing sector within the company
  • The Federal space is just getting started. Join a team that is building something and making a difference for our customers

Our Team’s Favorite Perks and Benefits

  • Quarterly in-person get togethers for team activities
  • Federal specific training and enablement to further hone in your skills

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.

 

Qualtrics Work Experience - As we look to the future, we believe that our teams are better together. Being together will help us learn more, grow faster and ultimately deliver better results for our customers and Qualtrics. Roles tied to an office location work 4 days per week in the office together and 1 day from home, with a strong spirit of flexibility around taking time for personal, health, and family moments in our work weeks. Our managers work with their teams to create a collaborative, engaged work environment, and arrangement that works for each of our team members.

 

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.

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What You Should Know About Federal Enterprise Account Executive - SSA & Dept of Edu, Qualtrics

Are you passionate about driving growth and enabling federal organizations to improve their experiences? Join Qualtrics as a Federal Enterprise Account Executive focusing on the U.S. Department of Education and the Social Security Administration! In this fully remote role, you will be the face of our company, leading all sales efforts in your territory. Your day-to-day will include identifying prospects, generating leads, and negotiating contracts while building deep relationships that foster trust and collaboration. At Qualtrics, we pride ourselves on empowering our team members to take strategic risks and solve complex problems collectively. Your mission will be to understand the unique needs of our federal clients and help them leverage our SaaS solutions to achieve their goals. With 2-6 years of experience in enterprise sales, particularly within the federal vertical, you should be well-versed in the procurement processes and security standards relevant to government entities. As you sell our cutting-edge platform, you’ll not only meet your targets but also drive impactful changes within government agencies. You’ll thrive in a fast-paced environment where growth opportunities are abundant and where your contributions will make a genuine difference. If you’re ready to take on this rewarding challenge at Qualtrics, we can’t wait to talk to you about how you can play a pivotal role in our federal sales team!

Frequently Asked Questions (FAQs) for Federal Enterprise Account Executive - SSA & Dept of Edu Role at Qualtrics
What are the key responsibilities of a Federal Enterprise Account Executive at Qualtrics?

As a Federal Enterprise Account Executive at Qualtrics, your key responsibilities include leading sales efforts in your designated territory, identifying prospects, generating leads, managing the sales cycle from initial contact through to contract negotiation, and closing deals. You will focus on driving revenue growth for the Federal product lines by expanding the customer base within the U.S. Department of Education, the U.S. Social Security Administration, and other Independent Federal Agencies.

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What qualifications are required for the Federal Enterprise Account Executive position at Qualtrics?

To qualify for the Federal Enterprise Account Executive position at Qualtrics, you should have 2-6 years of experience in selling SaaS solutions to the federal sector. A successful track record in meeting sales targets and understanding federal procurement processes and security standards is crucial. Additionally, you should possess strong analytical, quantitative, and communication skills.

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How does a Federal Enterprise Account Executive contribute to growth at Qualtrics?

A Federal Enterprise Account Executive contributes to growth at Qualtrics by generating new business opportunities, expanding existing accounts, and building trusted relationships with federal stakeholders. By understanding their unique challenges and advocating for the adoption of Qualtrics' experience management solutions, the executive plays a vital role in driving incremental revenue and improving customer satisfaction.

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What skills are essential for success in the Federal Enterprise Account Executive role at Qualtrics?

Essential skills for success in the Federal Enterprise Account Executive role at Qualtrics include the ability to communicate effectively with numerous stakeholders, strong analytical and conflict-resolution skills, and proficiency in enterprise sales processes like MEDDICC. Additionally, a keen understanding of the federal government’s structure and processes will greatly enhance your effectiveness in this position.

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What is the company culture like for Federal Enterprise Account Executives at Qualtrics?

The company culture for Federal Enterprise Account Executives at Qualtrics is collaborative and driven. The team maintains a hard-working mentality, celebrates successes, and takes initiative in building long-lasting relationships with federal clients. Qualtrics is committed to innovation and creating an environment where team members feel empowered to take strategic risks while contributing to impactful solutions.

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Common Interview Questions for Federal Enterprise Account Executive - SSA & Dept of Edu
How do you manage your sales pipeline as a Federal Enterprise Account Executive?

Managing your sales pipeline effectively as a Federal Enterprise Account Executive involves using CRM tools to track leads and sales stages, prioritizing prospects based on potential revenue, and regularly reviewing your progress against set targets. Outlining a clear strategy for each opportunity allows you to allocate your time efficiently and stay organized throughout the sales cycle.

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Can you explain your experience with federal procurement processes?

In preparing for this question, highlight your familiarity with federal procurement processes, including responding to RFPs/RFIs, understanding federal budgeting cycles, and navigating regulations specific to government contracting. Discuss specific instances where you successfully engaged with federal clients and how this knowledge contributed to closing deals.

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Describe a time when you turned a challenging prospect into a loyal customer.

When responding to this question, focus on a specific situation where your persistence and strategic approach helped convert a challenging prospect. Emphasize your dedication to understanding their needs, how you adjusted your sales strategy, and the ultimate positive outcome—demonstrating your problem-solving skills and customer-centric mindset.

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What strategies do you use to establish relationships with federal clients?

To establish relationships with federal clients, I focus on building trust through transparency and reliability. I engage in active listening during initial meetings, providing tailored solutions based on their unique missions and goals. Following up consistently and maintaining open lines of communication shows that I value their partnership.

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How do you approach negotiation with potential clients?

When negotiating with potential clients, I aim for a win-win outcome by understanding their needs and constraints. This involves being well-prepared with data to support my proposals and being flexible when necessary. Clear communication during negotiations helps ensure that both parties leave the table satisfied.

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What role does customer feedback play in your sales strategy?

Customer feedback is integral to my sales strategy; it informs product adaptations and helps to enhance customer experience. Incorporating feedback into the sales process demonstrates responsiveness to client needs and strengthens relationships, ultimately leading to higher satisfaction and retention.

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How do you stay current with trends and developments in the federal market?

Staying current with trends in the federal market involves regularly engaging with industry news, attending relevant conferences, and networking with peers in the field. This habit allows me to identify new opportunities and align my sales strategies with the evolving needs of federal clients.

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Can you describe a successful sales campaign you worked on?

In answering this question, provide details about a particular sales campaign, including objectives, strategies, and the results achieved. Focus on your role in the campaign, the collaborative efforts involved, and what you learned from the experience that you would apply to future sales initiatives.

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How do you handle objections from potential clients?

Handling objections requires active listening and empathy. I take the time to thoroughly understand the client's concerns and address them with factual information and case studies. By demonstrating understanding and providing solutions, I can effectively alleviate doubts and refocus the conversation on the benefits of our offerings.

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What motivates you as a sales professional?

My motivation as a sales professional comes from the opportunity to make a positive impact through the solutions I provide. I am driven by achieving results, fostering relationships, and seeing the direct influence of my efforts on clients’ successes. This intrinsic motivation fuels my dedication to continual learning and improvement in my sales process.

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At Qualtrics, our mission is to build technology that closes experience gaps.

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Full-time, remote
DATE POSTED
November 14, 2024

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