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