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.

Aero & Defense Enterprise Account Executive

Why We Have This Role

The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The Aero and Defense (A&D) Enterprise Account Executive is expected 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 A&D product lines and buyer personas. As a A&D 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 the strategic accounts within the Aero and Defense vertical.

How You'll Find Success

Takes the initiative to understand the customer mission, create a strategic plan, and execute

Elevates customer relationships to the next level through dedicated 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)

Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area

How You'll Grow

With a mission-first approach, the Qualtrics A&D team helps some of the largest and most impactful U.S. Defense Contractors listen, understand, and take action on employee and customer data.

You will sell technology to solve real agency problems and tackle challenges that directly impact the experiences of customers and employees.

If you love a strategic, analytical sales process and working across diverse stakeholders in the A&D space, selling Qualtrics software will always keep you learning and growing.

Things You'll Do

Be a part of the Qualtrics A&D team

Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across A&D

Become a trusted advisor to a variety of buyers in the A&D vertical

Closely engage with clients at all points of the sales cycle - from prospecting, product demonstrations, onsite presentations, and contracting through close

Drive net new revenue growth through new logo acquisition and expansion of current accounts

Meet quarterly and annual sales targets

Be 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 opportunities

What We're Looking For On Your Resume

5-7 years of experience selling SaaS solutions to the A&D vertical

Successful track record of achieving assigned targets within the A&D vertical

Successful track record providing executive-level impact to clients and partners

Well-versed in A&D procurement processes and regulations

Well-versed in A&D and Federal government security standards and policies

Prior experience in building relationships with relevant A&D contractors

Prior experience responding to and winning competitive RFP solicitations

Existing relationships within the A&D territory preferred

What You Should Know About This Team

The Qualtrics A&D team prides itself on a strong culture of collaboration, hard working mentality, and commitment to winning

Qualtrics Federal team, which includes A&D, is the fastest growing market unit within the company

We are just getting started. Join a team that is defining the Experience Management category in the A&D space and making a difference for our customers

Our Team's Favorite Perks and Benefits

Quarterly in-person team activities

Federal and A&D specific training and focused sales enablement sessions to support individual success and career growth

Team celebrations to recognize shared success

Annual company gatherings in Salt Lake City (X4), Seattle (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 ()

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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For full-time positions , this pay range is for base per year; however, base pay offered within this range 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, paid time off, 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

$131,500-$173,000 USD