Our mission is to help organizations serve and support customers and employees in proactive, personalized ways.
The Role
Partner with North America Enterprise sales leaders to set GTM strategy, quota and territory design, forecasting, and pipeline optimization. Drive adoption of tools/processes, lead executive deal reviews, provide performance reporting and cross-functional alignment to increase new ACV, renewals, and sales productivity.
Summary Generated by Built In
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.
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.
Principal Analyst II Revenue Strategy & Operations, Enterprise (North America)
Why We Have This Role
The Revenue Strategy & Operations team ensures that our global sales/revenue organization is positioned to achieve their highest potential by optimizing revenue opportunities across the globe. We do this by leveraging data from many sources, including internal customer purchasing and usage information as well as firmographic, technographic, and intent data from 3rd party sources. We set high targets for our revenue teams and work to exceed them every quarter. Part of our success comes from having world-class business processes, systems, and tools. We love data and we love to show results in the form of more Sales success. We have impressive members on this team, and will continue to add more top talent!
Qualtrics is seeking a Field Operations partner to support our North America Enterprise Sales Teams, responsible for setting new business and renewal targets, optimizing territories to ensure the greatest opportunity for each individual rep's success, and leading other key strategic revenue-enhancing initiatives.
How You’ll Find Success
- Love working with data and learning new things
- Love helping others find solutions to problems
- Excellent problem solving, decision-making and analytical skills
- Ability to collaborate with teams across the organization while also being able to work independently and as a self-starter
- Proven ability to meet aggressive deadlines
How You’ll Grow
- Leadership Exposure: significant exposure to key leaders in the North America Enterprise organization, providing the opportunity to work closely with them as a trusted advisor. Helping you develop strong leadership and communication skills, as well as a deep understanding of the company's strategic vision.
- Strategic Thinking: The role involves collaborating with leadership to develop and implement go-to-market strategies. This strategic involvement will allow you to expand your strategic thinking and planning capabilities, which are highly valuable skills for career growth.
- GTM (Go-To-Market) Expertise: As the role involves working closely with sales & success leaders and monitoring performance metrics, it provides an ideal environment for someone looking to deepen their understanding of the GTM processes and methodologies.
Things You’ll Do
- Serve as trusted advisor to Enterprise leadership, shaping go-to-market strategy that aligns with company objectives.
- Drive forecasting rigor across all deals, with emphasis on large, multi-stakeholder deals - including multi-threading analysis and executive sponsorship visibility.
- Monitor named-account pipeline, opportunity progression, and win/loss patterns; partner with leaders to close performance gaps.
- Own annual and quarterly GTM planning - business modeling, quota setting, and named-account/strategic territory design.
- Partner with Deal Desk and Legal on negotiation strategy for large, complex opportunities.
- Drive adoption of tools, processes, and operating rhythms - including executive-level deal reviews - from front line to senior leadership.
- Build cross-functional relationships with Finance, Marketing, Enablement, and Ecosystem teams to align strategy with execution.
Key Metrics You’ll Own
- Own performance reporting and executive insights across for all revenue. Key metrics include:
- New ACV and Renewals
- Forecast accuracy
- Pipeline creation, coverage, and conversion
- Average deal size and sales cycle length
- Sales productivity
What We’re Looking For On Your Resume
- 7+ years of relevant experience in Sales, Sales Operations, Finance, or Management Consulting with a focus on the following: Forecasting, go-to-market (GTM) execution, sales compensation and incentive plan creation, and partnering with senior sales leaders
- At least 5 years of experience in the software industry and cloud platform businesses
- Salesforce.com (SFDC) reporting and analytics experience required
- Experience with Power BI or Tableau, or other data visualization tools
What You Should Know About This Team
- Supportive environment with opportunities to work both autonomously and collaboratively
- Fun, inviting, and inclusive team made up of passionate, kind, and smart people who exemplify what it means to be Customer Obsessed
- We are a group of highly driven individuals that are intelligent, organized, and dedicated.
Our Team’s Favorite Perks and Benefits
- 30 paid days off: 15 PTO days + 5 Personal Days + 10 Holiday Closures (additional PTO with tenure)
- Qualtrics Experience Program - $1800 annually for an experience of your choosing (eligible after one year)
- Wellness Reimbursement Program - $1200 annually ($300/quarter) for wellness related activities
The Qualtrics Hybrid Work Model: While this role is exempt from working in office, our hybrid work model remains elegantly simple for the rest of the company: 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. #remote
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.
Remote Base Annual Pay Transparency Range
$166,000—$218,000 USD
Skills Required
- 7+ years relevant experience in Sales, Sales Operations, Finance, or Management Consulting (focus on forecasting, GTM execution, sales comp)
- At least 5 years of experience in the software industry and cloud platform businesses
- Salesforce.com (SFDC) reporting and analytics experience
- Experience with Power BI or Tableau or other data visualization tools
- Excellent problem solving, decision-making, and analytical skills
- Ability to collaborate cross-functionally and work independently as a self-starter
- Proven ability to meet aggressive deadlines
- Experience with quota setting, territory design, forecasting, and negotiation strategy for large complex deals
What the Team is Saying
Saloni
Software Engineer
Alexia
Software Engineer
Kate
Product Marketing Manager, Frontline CX Product Portfolio
Qualtrics Compensation & Benefits Highlights
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Healthcare Strength — Medical plans offer multiple options with the employer covering a substantial share of premiums, alongside telemedicine and chronic‑condition support. No‑cost mental‑health access and dedicated wellness days reinforce the depth of the health offering.
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Parental & Family Support — Programs include fertility and family‑building through a specialist provider, reimbursement for adoption or surrogacy, and paid parental leave with a gradual return option for birthing parents in some locations. Practical supports like Milk Stork further assist new parents.
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Wellbeing & Lifestyle Benefits — An annual wellness stipend and a separate Experience Bonus provide flexible funds for personal health and life experiences. Additional perks such as a limited work‑from‑anywhere allowance and office amenities in some sites broaden lifestyle support.
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The Company
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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Qualtrics Teams
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About our Teams
Qualtrics Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
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.
Typical time on-site:
3 days a week
