Life Sciences & Payer Sales Leader (U.S.)
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.
Life Sciences & Payers Sales Leader (U.S.)
Why We Have This Role
The U.S. Life Sciences & Payers Sales Leader will be responsible for defining and executing the growth strategy for these critical business segments. This leader will drive market expansion, deepen relationships with key enterprise accounts, and accelerate significant net-new Annual Contract Value (ACV) growth across highly complex and regulated healthcare organizations.
This executive will lead a high-performing team of frontline sales leaders and Enterprise Account Executives, fostering a culture of accountability, collaboration, and results. Serving as the senior go-to-market leader for the segment, they will partner closely with Solution Engineering, Customer Success, Marketing, Product, and Executive Leadership to deliver an integrated customer strategy that drives measurable business outcomes and long-term client value.
The ideal candidate brings deep expertise in the U.S. Life Sciences and Payers ecosystem, a proven track record of scaling enterprise sales organizations, and the ability to engage and influence C-suite stakeholders across some of the industry's most influential organizations.
How You’ll Find Success
You will define and execute the go-to-market strategy for one of Qualtrics' most strategic growth segments. Success in this role will be measured by your ability to drive predictable revenue growth, expand executive-level customer relationships, and build a high-performing organization that accelerates market leadership across the healthcare ecosystem.
- Strategic Market Leadership: Develop and execute a comprehensive go-to-market strategy for the U.S. Life Sciences and Payers vertical, aligning regional priorities with global business objectives. Identify, prioritize, and penetrate high-value accounts and market segments to drive sustainable growth, increased market share, and long-term customer value.
- Revenue Growth & Business Expansion: Own and exceed annual revenue goals across net-new ACV, expansion revenue, and renewals. Drive market expansion strategies that deepen customer adoption, increase platform utilization, and position Qualtrics as the leading Experience Management partner across payer and life sciences organizations.
- Executive Selling & Complex Enterprise Execution: Lead a multi-product enterprise sales motion across complex buying centers and stakeholder groups. Navigate sophisticated procurement environments, build strong C-suite relationships, and demonstrate measurable business impact that positions Qualtrics as a strategic transformation partner.
- Industry Expertise & Thought Leadership: Serve as a trusted advisor to customers and internal stakeholders by bringing deep knowledge of the U.S. Life Sciences & Payers ecosystem, including health plans, PBMs, pharmaceutical, and biotechnology organizations. Stay ahead of industry trends, regulatory developments, and emerging market opportunities to inform strategy and customer engagement.
- Ecosystem & Partner Development: Build and strengthen strategic partnerships across healthcare consulting firms, systems integrators, technology providers, and industry influencers. Develop joint go-to-market initiatives that expand market reach, accelerate pipeline generation, and increase win rates.
- People Leadership & Talent Development: Recruit, develop, and retain high-performing sales leaders and Enterprise Account Executives. Foster a culture of accountability, coaching, inclusion, and continuous improvement that drives strong employee engagement, career development, and consistent quota attainment.
- Operational Excellence & Forecast Accuracy: Establish a disciplined operating rhythm built on data-driven decision-making, forecast accuracy, pipeline health, and performance management. Partner closely with Sales Operations to optimize territory planning, resource allocation, sales productivity, and business outcomes.
- Cross-Functional Influence & Alignment: Collaborate closely with Product, Marketing, Customer Success, Professional Services, and Solution Engineering teams to deliver a unified customer experience. Advocate for market needs, influence product strategy, and ensure successful customer adoption, retention, and expansion.
- Customer-Centric Growth: Champion a customer-first approach that strengthens long-term relationships, drives executive sponsorship, and delivers measurable business outcomes. Ensure customers realize value from their Qualtrics investment while creating opportunities for strategic expansion and advocacy.
- Culture & Organizational Impact: Model Qualtrics' leadership principles and values by fostering collaboration, transparency, innovation, and high performance. Inspire teams to achieve ambitious goals while building an environment where employees can do their best work.
Pivotal Expertise & Business Impact
|
Core Capability |
Expectation & Impact |
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Sales Complexity |
Proven mastery of complex, enterprise-wide SaaS sales cycles involving multi-buyer consensus (C-suite, clinical, IT, HR) across large healthcare networks. |
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Ecosystem Expertise |
Demonstrated ability to build, negotiate, and leverage partner ecosystem relationships to expand channel reach and co-sell enterprise deals. |
|
Growth at Scale |
History of leading enterprise sales teams through rapid scaling ($1B to $5B+ corporate trajectories), driving both strategic new-logo acquisition and land-and-expand account growth. |
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Operational Rigor |
Exceptional operational discipline leveraging sales analytics, key performance indicators, and structured inspection mechanisms to drive reliable pipeline generation and accurate forecasting. |
|
Leadership from the Front |
Hands-on executive leader who engages directly in complex sales cycles, coaches teams through high-stakes negotiations, and acts as a force multiplier in key deals. |
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US Healthcare Domain Authority |
Deep understanding of the U.S. Life Sciences and Payer ecosystem, including health plans, PBMs, pharmaceutical, and biotechnology organizations, as well as the regulatory environment, reimbursement models, market access strategies, and key executive stakeholders that influence purchasing decisions and strategic partnerships. |
What We’re Looking For On Your Resume
- Enterprise SaaS sales experience, with significant tenure dedicated to leading enterprise sales teams ideally selling directly into the US Life Sciences and/or Payers markets.
- 2+ years of second-line executive sales leadership experience managing multi-layered teams (sales managers and enterprise account executives) preferred.
- Demonstrated track record of consistently meeting or exceeding complex vertical revenue targets within rapidly scaling organizations ($1B to $5B+).
- Expertise in direct selling methods as well as building and co-selling alongside strategic partner networks.
- Proven operational success in leading multi-product, enterprise software motions with long, complex decision-making cycles.
- Bachelor's degree required; Advanced degree (MBA or equivalent) preferred.
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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For full-time positions, this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, mental health benefits, and an experience bonus. For a detailed look at our benefits, visit Qualtrics US Benefits.
Skills
As published by greenhouse · 23 questions · 2 written answers
Basics
First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location
Short answers (12)
- LinkedIn Profile optional
- What languages do you speak with professional proficiency? optional
- What month/year did you graduate with your bachelor's degree?
- What is your average deal size? (in local currency)
- What is your average sales cycle?
- What is the largest deal you have ever closed?
- What territories do you cover?
- What is the percentage of net-new logos vs current accounts do you sell into?
- Who are your key stakeholders that you sell into?
- Internal purposes only - no need to answer optional
- If you answered yes to being related to a current Qualtrics employee, please specify name and relationship (N/A if not applicable).
- What is the zip code of the location you're based in?
Pick from a list (9)
- Where have you seen Qualtrics prior to applying? Select all that apply.
- Are you of legal age to work in the country in which this position is based?
- Are you legally authorized to work in the country in which this position is located?
- Do you now or will you in the future require Qualtrics to commence ("sponsor") an immigration case in order to employ you (for example, an H-1B, TN or other employment-based immigration case)? This is sometimes called "sponsorship" for an employment-based visa status.
- Are you willing to undergo a background check as part of this hiring process?
- Have you ever worked at Qualtrics or Press Ganey Forsta in the following capacities? (check all that apply):
- Have you completed a bachelor's degree or international equivalent?
- Have you been selling SaaS?
- Are you related to a current employee of Qualtrics? A "relative" is defined as one of the following: spouse or significant other, parent/step parent, child/step child, grandparent, grandchild, brother, sister, uncle, aunt, nephew, niece, first cousin, in-laws (mother, father, sister, brother, daughter, son).
Written answers (2)
- Do you specialize in any verticals? What size of accounts have you been selling to?
- What is the percentage of quota attainment against target for the past 3+ years? Have you achieved any awards for your performance (such as President's Club)?