Enterprise Account Executive – DoD/DoW

Qualtrics

. Own and execute territory strategies focused on the Department of Defense, including military branches, defense agencies, and supporting organizations .

Posted 11/5/2026full-timeUnited StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise software sales, particularly within the Department of Defense, leveraging strong relationships with senior military leaders and a deep understanding of federal procurement processes. Proven ability to develop executive-level business cases and manage complex sales cycles to drive workforce transformation and mission effectiveness.

Highest-signal resume keywords

Enterprise Software Sales ExperienceMEDDPICC / MEDDIC Sales MethodologySalesforce.com ProficiencyFederal Procurement KnowledgeActive Security Clearance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Sales ManagementRevenue Target AchievementBusiness Case DevelopmentPipeline ManagementForecast Accuracy

Soft Skills

Relationship BuildingExecutive EngagementStrategic Thinking

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

Department of DefenseFederal ContractingSaaS SolutionsWorkforce EngagementDigital Transformation

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

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 exceeding quarterly and annual revenue targets
Establish trusted advisor relationships with senior military leaders, Senior Executive Service (SES) members, acquisition leaders, program executives, and mission stakeholders
Build executive-level engagement strategies across Human Capital, Readiness, Training & Education, Digital Transformation, Customer Experience, Workforce Experience, and Mission Support organizations
Develop a deep understanding of Qualtrics XM solutions and apply them to workforce engagement, service member experience, readiness initiatives, training effectiveness, beneficiary experience, and organizational transformation
Maintain a strong understanding of federal procurement vehicles, contract structures, competitive dynamics, and budget priorities
Lead complex, multi-stakeholder sales cycles in partnership with Solutions Engineering, Customer Success, Public Sector Leadership, Professional Services, and Alliance Partners
Coordinate with systems integrators, channel partners, and federal contracting partners to accelerate growth across the defense ecosystem
Build compelling business cases and mission-focused value frameworks aligned with strategic defense objectives

Requirements

What you’ll need

7–15+ years of enterprise software, SaaS, or technology sales experience, with significant experience selling into the Department of Defense
Demonstrated success managing multimillion-dollar quotas and complex public sector sales cycles
Bachelor's degree required
Demonstrated mastery of the MEDDPICC / MEDDIC sales methodology
Strong proficiency in Salesforce.com, pipeline management, and forecast accuracy
Experience navigating federal purchasing processes, contract vehicles, and strategic procurement organizations
Ability to develop executive-level business cases tied to workforce transformation, readiness improvement, retention, employee engagement, digital modernization, and mission effectiveness
Ability to travel up to 50% as needed for customer meetings, executive engagements, industry events, and stakeholder briefings
Active security clearance or ability to obtain one is strongly preferred
Existing relationships with senior decision-makers across the Department of Defense ecosystem strongly preferred
Understanding of government acquisition processes including IDIQs, GWACs, BPA structures, and partner-led contracting approaches preferred

Benefits

Comp & perks

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 strategic public sector digital transformation initiatives
Opportunities to partner with senior government leaders and influence large-scale modernization efforts
Hybrid work model with three office days per week and flexibility to work where you want for the rest of the week
Reasonable accommodations for persons with disabilities
Equal opportunity employment