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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.
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.
State and Local Government Sales Manager - Northeast (Must be based in the Northeast region)
Why We Have This Role
Why We Have This Role As the SLG Sales Manager, you will lead a high-performing team of sales executives across the U.S. Your team’s overarching objective is to drive company revenue growth through net new customer acquisition and expansion in our current customer base. This leader will be integral to the success of the SLG vertical and broader Public Sector team. We need a talented Sales Manager to enable the SLG sales team to deliver at their highest potential.
How You’ll Find Success
- Takes initiative
- Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
- Highly communicative and influences effectively, creating trust at the team level.
- Strong track record of exceeding quota.
- Ability to acquire clients
- Strong negotiating skills
- Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts
How You’ll Grow
- Structured promotion process/auto promotion process
- Career Action Planning with Manager
- Qmobility
Things You’ll Do
- Lead an SLG Sales team to drive long-term employee, team, and customer success and scale revenue growth.
- Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM) in government.
- Lead a team of mid-level to senior sales executives selling mid-market and enterprise accounts.
- Meet quarterly and annual objectives and key results.
- Manage the business through accurate and timely reporting.
- Coach direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
- Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.
- Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.
- Interface and develop professional relationships with existing clients and prospects throughout all levels of an organization.
- Develop and maintain in-depth knowledge of Qualtrics' solution offerings.
- Maintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing.
- Serve as a key sponsor during enterprise-level deals.
- Develop and maintain positive relationships with other functional areas internally at Qualtrics (e.g., Professional Services, Implementation, Subject Matter Experts) to ensure a collaborative approach to secure large enterprise engagements.
What We’re Looking For On Your Resume
- Minimum 10 years of experience in high-growth technology sales, with at least 2–3 years in a sales leadership/management role (preferably in the public sector industry).
- Minimum 3–5 years of experience selling SaaS solutions.
- Successful track record leading sales teams in achieving assigned targets.
- Successful track record providing high-level impact to government clients and partners.
- Ability to learn and understand product solutions and features with excellent verbal and written communication skills.
- Strong quantitative, analytical, and conflict resolution abilities.
- Experience using enterprise sales processes such as MEDDIC.
- Experience using CRM such as Salesforce or Microsoft Dynamics and measuring system compliance.
- Bachelor’s degree or higher is required.
- Preference for candidates to be based at our headquarters in Provo, Utah (or Seattle/Dallas depending on office opening location).
What You Should Know About This Team
- Our State and Local Government (SLG) sales team is a group of highly driven individuals dedicated to closing experience gaps across SLG’s in the United States.
- Our SaaS platform is used to help some of the largest government organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
- This team is responsible for driving core growth across key government accounts.
- This team was the highest performing sector in the company last year, where CX and EX are key priorities.
Our Team’s Favorite Perks and Benefits
- Salary + Uncapped Commissions and Accelerators
- Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
- We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
- The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.
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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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.
Remote Base Annual Pay Transparency Range
$145,000—$176,000 USD
Skills
As published by greenhouse · 23 questions · 2 written answers
Basics
First Name, Last Name, Email, Phone, Resume/CV, Cover Letter
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)?