The role involves driving revenue growth through new customer acquisition and account management for Aerospace & Defense clients. It requires understanding customer needs, developing strategic plans, and achieving sales targets while building relationships in the public sector.
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.
Account Executive - Aerospace & Defense
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 and Aerospace & Defense contractors. The focus is on driving incremental revenue for Federal/GovCon product lines and buyer personas. As an Aerospace & Defense 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 Aerospace & Defense portfolio.
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 for occasional travel and to conduct client-facing meetings
- Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area
- Aerospace & Defense/Public Sector experience strongly preferred
How You’ll Grow
- With a mission-first approach, the Qualtrics Aerospace & Defense team helps the largest and most impactful government contractors listen, understand, and take action on employee and customer data.
- You will sell technology to solve real problems and tackle challenges that directly impact the experiences of public sector employees and customers
- 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
- Be a part of the Qualtrics Defense team, supporting Aerospace & Defense prospects and customers
- Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across Aerospace and Defense and Government Contractor customers
- Become a trusted advisor to a variety of buyers in the A&D space
- 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
- 2-5 years of experience selling SaaS solutions
- Successful track record of achieving assigned targets within the A&D, Federal, or other regulated vertical
- Successful track record providing executive-level impact to clients and partners.
- Prior experience in building relationships with relevant Prime and Sub Federal contractors in the A&D ecosystem.
- Prior experience responding to and winning competitive RFx solicitations, including Requests for Proposals (RFPs) specific to A&D contracts.
- Prior experience in building relationships with relevant Federal contractors
What You Should Know About This Team
- 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
Our Team’s Favorite Perks and Benefits
- 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 Seattle, WA (X4) and Las Vegas, NV (Sales Kick Off)
The Qualtrics Hybrid Work Model: 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. 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 Annual Pay Transparency Range
$95,000—$110,000 USD
Top Skills
SaaS
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