Area Vice President, Federal Sales

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.

Area Vice President, Federal Sales

Why We Have This Role

Our Federal Account Executive team is a group of highly driven individuals dedicated to closing experience gaps for the American public and federal workforce. As an Area Vice President, you will lead the strategic vision for your segment of the government sector. Our SaaS platform is used to help the largest federal organizations in the world drive action with experience management (XM) programs that improve service delivery and operational efficiency, ultimately leading to increased government performance and public trust.

How You’ll Find Success

• Visionary Leadership: Sets a clear, compelling vision for your team and inspires the team to execute against it.

• Entrepreneurial Mastery: Understands the complex federal procurement landscape and works entrepreneurially to clear roadblocks for the team.

• Executive Presence: Strong presentation skills and effective at influencing C-suite, political appointees, and members of the Senior Executive Service (SES).

• Proven Scale: A strong track record of professional success in SaaS and sales.

• Strategic Growth: Ability to not just acquire new clients, but to architect a territory plan that ensures long-term retention and expansion.

• Complex Negotiation: Expert-level skills in navigating the nuances of federal GSA schedules, FAR guidelines, complex solicitation processes, teaming arrangements, contract vehicles and set-asides, and large-scale agency mandates.

How You’ll Grow

• Exposure to executive leadership circles and global sales strategy.

• Structured career progression into higher-level sales leadership.

• Direct mentorship and Career Action Planning with the VP of Federal.

Things You’ll Do

• Lead a team of Sales Leaders: Directly manage a cohort of Federal Sales Account Executives.

• Executive Coaching: Mentor your direct reports in high-stakes sales strategy, multi-agency pipeline management, and long-term leadership development.

• Strategic Recruitment: Recruit, retain, and nurture a high-performing team of sales professionals with deep roots in the federal space.

• Operational Excellence: Provide skill training on complex federal sales motions.

• Executive Sponsorship: Serve as the primary executive sponsor for strategic, enterprise-level deals across your team.

• Cross-Functional Collaboration: Partner with legal, professional services, and product teams to ensure the Qualtrics platform meets the specific compliance, security needs, and functional requirements to align with federal mandates.

• Partnership Engagement: Invest in nurturing relationships with strategic partners across the federal landscape to create an information pipeline and build out a joint GTM motion.

• Market Intelligence: Maintain an expert-level understanding of the competitive landscape and federal budget cycles to assist in building win-based proposals.

What We’re Looking For On Your Resume

• A validated winner that has led teams to breakthrough results

• Experience over-exceeding quotas through metric-based skill development

• Experience working on complex contract negotiations

• At least two years managing teams

• Experience using MEDDIC sales processes

• Experience using Salesforce and measuring system compliance

• Ability to travel up to 50%

• A bachelor's degree or higher is required

What You Should Know About This Team

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Our Federal Sales team has grown to respond to strong client demand for the Qualtrics Platform.

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We need an exceptional leader capable of attracting, developing, and motivating an elite team of enterprise SaaS professionals.

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We are a goal-oriented group that works hard and enjoys the incredible trajectory that Qualtrics provides.

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Our overarching objective is to drive company revenue growth through mission-critical client success within the US Government.

Our Team’s Favorite Perks and Benefits

• Executive Compensation: Competitive salary + uncapped commissions and high-tier accelerators.

• Culture of Celebration: Quarterly team activities, winter and summer parties, and exclusive leadership retreats.

• Holistic Wellness: Private health insurance and a wellness stipend for quarterly self-care.

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The Experience Bonus: An annual bonus used for a personal experience of your choice—from bucket-list vacations to home renovations.

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. #hybrid

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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