Enterprise Sales Leader - Public Sector, Federal

Job description

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 Sales Leader - Public Sector (Federal) Why We Have This Role Qualtrics empowers federal government agencies to modernize service delivery, rebuild public trust, and enhance the mission experience. We enable government organizations to execute high-impact initiatives by leveraging our Experience Management platform and AI capabilities across public-facing digital services, civilian contact centers, and workforce programs. We are seeking a seasoned North America Enterprise Sales Leader for Public Sector (Federal) to drive net-new agency acquisition, contract expansion, and long-term ARR growth within defense, intelligence, and civilian agencies. How You’ll Find Success • Drive aggressive ARR growth across Federal Civilian, DoD, and Intelligence agencies by leveraging FedRAMP High Authorized SaaS and Generative AI offerings. • Formulate and execute tailored vertical go-to-market strategies targeting key decision-makers across Citizen Experience (CX), IT Modernization, HR/Workforce, and Agency Leadership domains. • Demonstrate a proven ability to originate, negotiate, and close complex, multi-year, multi-million-dollar federal software procurements via prime contracts, subcontracts, and GWACs/IDIQs. • Cultivate a high-performing public sector sales culture rooted in mission-aligned value selling, federal account mapping, and executive engagement across federal leadership. • Exhibit deep commercial acumen across federal procurement vehicles, government contract structures, system integrator (SI) partnerships, and competitive positioning within the federal market. How You’ll Grow • Scale high-visibility federal GTM initiatives with executive exposure that directly shapes the growth of our Public Sector organization. • Serve as a key domain thought partner, translating executive mandates, federal compliance requirements, and government CX initiatives into actionable platform solutions. Things You’ll Do • Lead and coach a team of Enterprise Sales Leaders and Account Executives focused exclusively on US Federal Government agencies. • Guide reps on complex, long-cycle federal sales opportunities, RFP/RFQ responses, pipeline generation, and precise sales forecasting. • Act as an executive sponsor on major strategic agency pursuits, maintaining relationships with SES leaders, CIOs, CHROs, and procurement leaders at target departments. • Drive rigorous pipeline management and contract execution strategies to ensure consistent quarterly revenue growth and agency penetration. • Collaborate cross-functionally with Federal Solution Engineers, Public Sector Marketing, and Partner/Alliance teams (System Integrators and Distributors) to tailor GTM plays for government needs. What We’re Looking For On Your Resume • 10-15+ years of enterprise SaaS sales and commercial leadership experience, with direct focus on the US Federal Public Sector market. • Consistent track record of leading second-line or high-impact federal sales teams to exceed multi-million-dollar new-business quotas. • Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed federal buyers and contracting officers. • Deep knowledge of federal procurement processes, FAR/DFAR regulations, FedRAMP standards, and key contract vehicles (e.g., GSA Schedules, SEWP). • Bachelor's or advanced degree in business, technology, public policy, or a related field (U.S. Citizenship and eligibility for Security Clearance required). • Exceptional communication, executive presentation, and consultative storytelling capabilities. What You Should Know About This Team • We maintain a high-octane, results-driven culture focused on aggressive federal market expansion and sales excellence. • Partnering with major government agencies to support critical public missions and deliver measurable value are core to our team's identity. • The operating environment is fast-paced and dynamic, demanding strong strategic focus, patience with federal buying cycles, and relentless prioritization. • Innovation, continuous learning, and sharing best practices across the federal team are highly encouraged and expected. Our Team’s Favorite Perks and Benefits • Opportunity to shape the go-to-market strategy for enterprise-defining federal agency partnerships. • Work with a world-class team driving innovation in mission experience management and secure Generative AI. • Competitive compensation, uncapped earning potential, and strategic career advancement opportunities. 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 r