The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The independent agencies Federal Account Executive is expected to partner with the independent agencies 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 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 independent agencies.
How You’ll Find Success- Mission Alignment: Takes the initiative to understand the independent agencies services mission, create a strategic plan, and execute.
- Relationship Elevation: Elevates customer relationships to the next level through dedicated account management and collaboration with the independent agencies Account Lead.
- Process Discipline: Experience using sales processes such as MEDDICC.
- Solution Expertise: Ability to learn and understand product solutions and features with excellent verbal and written communication skills.
- Analytical Mindset: Strong quantitative, analytical, and conflict resolution abilities.
- Presence: Willingness to travel and be client-facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager).
- Location: Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area.
With 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 outcomes and 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 Do- Collaborate: Be a key part of the Qualtrics independent agencies team, working in lockstep with the Account Lead.
- Strategize: Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across independent agencies and its operating divisions (e.g., various independent federal agencies).
- Advise: Become a trusted advisor to a variety of buyers in the Federal vertical.
- Execute: Closely engage with clients at all points of the sales cycle—from prospecting, product demonstrations, and onsite presentations to contracting and closing.
- Expand: Drive net new revenue growth through new logo acquisition and expansion of current accounts.
- Perform: Meet quarterly and annual sales targets.
- Advocate: Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM).
- Partner: Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunities.
- 4+ years of experience specifically managing accounts or selling into the independent agency space.
- Successful track record of 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 (FedRAMP, HIPAA, etc.).
- Prior experience in building relationships with relevant Federal agencies
- Prior experience responding to and winning competitive RFx solicitations.
- The Qualtrics Federal team prides itself on a strong culture of collaboration, hard-working mentality, and commitment to winning.
- Qualtrics Federal 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 Federal space and making a difference for our customers.
- Quarterly in-person team activities.
- Federal-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/Seattle (X4) and Las Vegas (Sales Kick Off).
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.
Skills Required
- 4+ years managing accounts or selling into the independent agency space
- Proven track record of achieving targets within the Federal vertical
- Ability to provide executive-level impact to clients and partners
- Well-versed in Federal procurement processes and regulations
- Knowledge of Federal government security standards and policies (FedRAMP, HIPAA, etc.)
- Prior experience building relationships with relevant Federal agencies
- Prior experience responding to and winning RFx solicitations
- Experience using sales processes such as MEDDICC
- Ability to learn and clearly communicate product solutions and features (excellent verbal and written communication)
- Willingness to travel and be client-facing approximately 50% of the time
- Based in the Washington D.C., Maryland, Northern-Virginia (DMV) area
What the Team is Saying
Qualtrics Compensation & Benefits Highlights
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Affordable Benefits — Medical coverage features a high employer-paid cost share across PPO and high‑deductible options. Dental, vision, telemedicine, and chronic‑condition support are included alongside core plans.
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Wellbeing & Lifestyle Benefits — An annual Experience Bonus and a quarterly wellness reimbursement add meaningful cash‑equivalent value for travel, events, and health activities. Mental‑health access spanning coaching, therapy/EAP, and mindfulness resources is emphasized.
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Inclusive Benefits Coverage — Family‑building and LGBTQIA+‑focused care include fertility treatment with dedicated cycles, adoption/surrogacy reimbursement, and gender‑affirming services. Travel and lodging support is available when covered care is not accessible locally, and domestic partners are eligible.
Qualtrics Insights
What We Do
Qualtrics is trusted by thousands of the world’s best organizations to power exceptional customer and employee experiences that build deep human connections, increase customer loyalty, boost employee engagement, and drive business success. Our advanced AI and specialized Experience Agents™ allow businesses and governments to proactively interact with customers and employees in personalized ways across every channel and touchpoint, respond in-the-moment to fix or improve experiences, and stay across the latest market trends and opportunities. Our vision, as an organization, is to improve the human experience.
Why Work With Us
We're a place where strategic risks are encouraged & complex problems get solved together. Where nimble teams are empowered to set aggressive goals & move fast to win. A place that makes you feel safe as your authentic self. Where everyday work results in growth. And, most importantly, where what you do matters. That's why we work at Qualtrics.
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