Enterprise Account Executive - DoD/DoW

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. Enterprise Account Executive – U.S. Department of Defense (DoD) Why We Have This Role Our Enterprise Account Executive team is a group of highly driven individuals dedicated to helping the world’s most important organizations close experience gaps and make mission-critical decisions with confidence. Within the U.S. Department of Defense (DoD), military services, defense agencies, combatant commands, and adjacent national security organizations are increasingly focused on improving service member readiness, workforce engagement, citizen and stakeholder experiences, digital transformation, and mission effectiveness. Qualtrics' Experience Management (XM) platform empowers defense organizations to capture and act on feedback from military personnel, civilian employees, contractors, beneficiaries, and stakeholders. Through real-time insights and AI-powered actionability, Qualtrics helps defense leaders improve workforce readiness, retention, service delivery, training effectiveness, and mission outcomes. How You'll Find Success • Mission-First Mindset: Understands the unique needs, priorities, and procurement processes within the Department of Defense and aligns solutions to organizational and mission objectives. • Public Sector & Defense Acumen: Deep understanding of defense organizations, acquisition vehicles, budgeting cycles, federal regulations, and key stakeholder groups across military and civilian leadership. • Proven Strategic Seller: Consistent track record of exceeding quota and winning complex, high-value enterprise opportunities within Defense markets. • Complex Solution Selling: Ability to position and sell an enterprise-wide Experience Management platform across multiple defense functions, commands, and agencies while navigating large, distributed organizations. • Executive Influence & Negotiation: Skilled at building consensus across diverse stakeholders, navigating federal acquisition and procurement processes, and leading sophisticated contract negotiations. How You'll Grow • Structured, 100% performance-based promotion pathway. • Dedicated Career Action Planning alongside your leadership team. • Internal mobility opportunities (Qmobility) across global teams, verticals, and leadership tracks. • Exposure to some of the most strategic public sector digital transformation initiatives in the world. • Opportunities to partner with senior government leaders and influence large-scale modernization efforts. Things You'll Do • Own and execute territory strategies focused on the Department of Defense, including military branches, defense agencies, and supporting organizations. • Develop, manage, and close complex enterprise sales opportunities while consistently