Aero & Defense Enterprise Account Executive

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 5,000 people across the globe who think that’s work worth doing.Federal Account Executive - Federal CivilianWhy We Have This RoleThe Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The Department of Homeland Security (DHS) Federal Enterprise Account Executive is expected to partner with the DHS Account Lead to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting and deal closure. The focus is on driving incremental revenue for Federal product lines and buyer personas. As a Federal Enterprise Account Executive, your overarching objective is to drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within DHS.How You’ll Find SuccessTakes the initiative to understand the customer mission, create a strategic plan, and executeElevates customer relationships to the next level through dedicated account managementExperience using enterprise sales processes such as MEDDICCAbility to learn and understand product solutions and features with excellent verbal and written communication skillsStrong quantitative, analytical, and conflict resolution abilitiesWillingness to travel and be client facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager)Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) areaHow You’ll GrowWith a mission-first approach, the Qualtrics Federal team helps some of the largest and most impactful U.S. Federal organizations listen, understand, and take action on customer data.You will sell technology to solve real agency problems and tackle challenges that directly impact the experiences of U.S. citizens.If you love a strategic, analytical sales process and working across diverse stakeholders in the Federal space, selling Qualtrics software will always keep you learning and growing.Things You’ll DoBe a part of the Qualtrics DHS teamDevelop a territory plan and specific account plans to drive usage of the Qualtrics platform across DHSBecome a trusted advisor to a variety of buyers in the Federal verticalClosely engage with clients at all points of the sales cycle - from prospecting, product demonstrations, onsite presentations, and contracting through closeDrive net new revenue growth through new logo acquisition and expansion of current accountsMeet quarterly and annual sales targetsBe a thought leader and customer advocate with partners to elevate the adoption of experience management (XM)Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunitiesWhat We’re Looking For On Your Resume5-7 years of experience selling SaaS solutions to the Federal verticalSuccessful track record of achieving assigned targets within the Federal verticalSuccessful track record providing executive-level impact to clients and partnersWell-versed in Federal procurement processes and regulationsWell-versed in Federal government security standards and policiesPrior experience in building relationships with relevant Federal contractorsPrior experience responding to and winning competitive RFx solicitationsExisting relationships within the DHS and DOJ territory preferredWhat You Should Know About This TeamThe Qualtrics Federal team prides itself on a strong culture of collaboration, hard working mentality, and commitment to winningQualtrics Federal is the fastest growing market unit within the companyWe are just getting started. Join a team that is defining the Experience Management category in the Federal space and making a difference for our customersOur Team’s Favorite Perks and BenefitsQuarterly in-person team activitiesFederal specific training and focused sales enablement sessions to support individual success and career growthTeam celebrations to recognize shared successAnnual company gatherings in Salt Lake City (X4) and Las Vegas (Sales Kick Off)The Qualtrics Hybrid Work Mode l: 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.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 (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.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.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. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, a wellness reimbursement, mental health benefits, and an experience bonus. For a detailed look at our benefits, visit Qualtrics US Benefits (.Washington, DC Annual Pay Transparency Range$200,000—$280,000 USD #J-18808-Ljbffr

Created: 2025-09-25