Enterprise Sales Leader - Travel and Hospitality

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 - Travel and Hospitality Why We Have This Role Qualtrics empowers leading Travel and Hospitality brands to transform frontline operations, customer loyalty, and brand perception through data-driven insights. We enable enterprise organizations to make high-impact decisions by leveraging our Experience Management platform and AI capabilities across locations, digital channels, and supply chains. We are seeking a seasoned North America Enterprise Sales Leader for Travel and Hospitality to drive net-new logo acquisition and commercial growth within this critical vertical. How You’ll Find Success • Drive aggressive ARR growth across top-tier Travel and Hospitality accounts leveraging SaaS and Generative AI offerings. • Formulate and execute tailored vertical go-to-market strategies targeting key decision-makers across CX, Brand, Operations, and HR domains. • Demonstrate a proven ability to originate, negotiate, and close complex, multi-year, seven-figure enterprise land-and-expand deals. • Cultivate a high-performing enterprise sales culture rooted in value-based selling, strategic account mapping, and executive engagement. • Exhibit deep commercial acumen across modern SaaS deal structures, pricing models, and competitive positioning within the Travel and Hospitality sector. How You’ll Grow • Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Travel and Hospitality vertical. • Serve as a key domain thought partner, translating emerging travel and hospitality market trends into actionable platform solutions. Things You’ll Do • Lead and coach a team of 4-6 Enterprise Sales Leaders and 20+ Account Executives focused exclusively in the Travel and Hospitality sector. • Guide reps on complex, solution-oriented sales cycles, executive pitch development, pipeline generation, and precise sales forecasting. • Act as an executive sponsor on major strategic opportunities, maintaining relationships with C-level stakeholders at target accounts. • Drive rigorous pipeline management and deal-closing strategies to ensure consistent quarterly revenue execution and market penetration. • Collaborate cross-functionally with Solution Engineers, Product Management, and Marketing to tailor GTM plays for Travel and Hospitality nuances. What We’re Looking For On Your Resume • 10-15+ years of enterprise SaaS sales and commercial leadership experience, with direct focus or leadership in the Travel and Hospitality sectors. • Consistent track record of leading second-line or high-impact sales teams to exceed multi-million dollar new-business quotas. • Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed enterprise buyers. • Bachelor's or advanced degree in business, technology, or a related field. • 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 market expansion and sales excellence. • Winning major enterprise brands and delivering clear, measurable business value are core to our team's identity. • The operating environment is fast-paced and dynamic, demanding strong strategic focus and relentless prioritization. • Innovation, continuous learning, and sharing best practices across the vertical team are highly encouraged and expected. Our Team’s Favorite Perks and Benefits • Opportunity to shape the go-to-market strategy for enterprise-defining Travel and Hospitality partnerships. • Work with a world-class team driving innovation in experience management and Generative AI. • Competitive compensation, uncapped earning potential, and strategic career advancement opportunities. • Hybrid work model designed to foster impactful collaboration alongside flexible remote work capabilities. 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 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