Area Vice President, Federal Sales

Overview

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. 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. From retail to government to healthcare, we are 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.

Area Vice President, Federal Sales

Our Federal Account Executive team is a group of highly driven individuals dedicated to closing experience gaps for the American public and federal workforce. As an Area Vice President, you will lead the strategic vision for your segment of the government sector. Our SaaS platform is used to help the largest federal organizations in the world drive action with experience management (XM) programs that improve service delivery and operational efficiency, ultimately leading to increased government performance and public trust.

• Visionary Leadership:
  Sets a clear, compelling vision for your team and inspires the team to execute against it.
• Entrepreneurial Mastery:
  Understands the complex federal procurement landscape and works entrepreneurially to clear roadblocks for the team.
• Executive Presence:
  Strong presentation skills and effective at influencing C-suite, political appointees, and members of the Senior Executive Service (SES).
• Proven Scale: A strong track record of professional success in SaaS and sales.
• Strategic Growth:
  Ability to not just acquire new clients, but to architect a territory plan that ensures long-term retention and expansion.
• Complex Negotiation:
  Expert-level skills in navigating the nuances of federal GSA schedules, FAR guidelines, complex solicitation processes, teaming arrangements, contract vehicles and set-asides, and large-scale agency mandates.

• Exposure to executive leadership circles and global sales strategy.
• Structured career progression into higher-level sales leadership.
• Direct mentorship and Career Action Planning with the VP of Federal.

• Lead a team of Sales Leaders:
  Directly manage a cohort of Federal Sales Account Executives.
• Executive
  
  Coaching:
  
  Mentor your direct reports in high-stakes sales strategy, multi-agency pipeline management, and long-term leadership development.
• Strategic Recruitment:
  Recruit, retain, and nurture a high-performing team of sales professionals with deep roots in the federal space.
• Operational Excellence:
  Provide skill training on complex federal sales motions.
• Executive Sponsorship:
  Serve as the primary executive sponsor for strategic, enterprise-level deals across your team.
• Cross-Functional Collaboration:
  
  Partner with legal, professional services, and product teams to ensure the Qualtrics platform meets the specific compliance, security needs, and functional requirements to align with federal mandates.
• Partnership Engagement:
  Invest in nurturing relationships with strategic partners across the federal landscape to create an information pipeline and build out a joint GTM motion.
• Market Intelligence:
  Maintain an expert-level understanding of the competitive landscape and federal budget cycles to assist in building win-based proposals.

• A validated winner that has led teams to breakthrough results
• Experience over-exceeding quotas through metric-based skill development
• Experience working on complex contract negotiations
• At least two years managing teams
• Experience using MEDDIC sales processes
• Experience using Salesforce and measuring system compliance
• Ability to travel up to 50%
• A…