State and Local Government Sales Director

State and Local Government Sales Director Why We Have This Role

As the SLG Sales Leader, you will lead an organization of talented managers and sales executives across the U.S. Your team’s overarching objective is to drive company revenue growth through net new customer acquisition and expansion in our current customer base. This leader will be integral to the success of the SLG vertical and broader Public Sector team. We need a talented Sales Leader to enable the SLG sales team to deliver at their highest potential.

• Takes initiative
• Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
• Highly communicative and influences effectively, creating trust at the team level.
• Strong track record of exceeding quota.
• Ability to acquire clients
• Strong negotiating skills
• Ability to sell a complex platform:
  Qualtrics Experience Management platform to large, strategic accounts

• Structured promotion process/auto promotion process
• Career Action Planning with Manager
• Qmobility

• Lead a SLG Sales organization to drive long-term employee, team and customer success and scale revenue growth
• Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM) in government
• Lead an organization of sales managers and mid-level to senior sales executives selling mid-market and enterprise accounts
• Meet quarterly and annual objectives and key results
• Manage the business through accurate and timely reporting
• Coaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
• Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.
• Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.
• Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization.
• Develop and maintain in-depth knowledge of Qualtrics' solution offerings.
• Maintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing.
• Serve as an executive sponsor during enterprise-level deals.
• Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach to secure large enterprise engagements

• Minimum 10 years leading teams in high-growth technology sales and/or services, preferably in the public sector industry
• Minimum 5 years of experience selling SaaS solutions
• Successful track record leading sales teams in achieving assigned targets
• Successful track record providing executive-level impact to government clients and partners
• Ability to learn and understand product solutions and features with excellent verbal and written communication skills
• Strong quantitative, analytical and conflict resolution abilities
• Experience using enterprise sales processes such as MEDDIC
• Experience using CRM such as Salesforce or Microsoft Dynamics and measuring system compliance
• Bachelor’s degree or higher is required
• Preference for candidates to be based at our headquarters in Provo, Utah

• Our State and Local Government (SLG) sales team is a group of highly driven individuals dedicated to closing experience gaps across SLG’s in the United States.
• Our SaaS platform is used to help some of the largest government organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
• This team is responsible for 27M+ in revenue.
• This team was the highest performing sector in the company last year, where CX and EX are key priorities.

• Salary + Uncapped Commissions and Accelerators
• 100% Performance based promotions -- not politics or tenure
• Quarterly team activities, winter and summer parties, and lots of…