Why This Job is Featured on The SaaS Jobs
Qualtrics’ Federal Enterprise Account Executive role sits at an intersection that matters in SaaS: selling a mature, category-defining platform into a regulated public sector environment. The DHS focus signals complex, high-stakes enterprise buying where security, procurement mechanics, and multi-stakeholder alignment shape how software is evaluated and adopted, making the work distinct from commercial SaaS motions.
For a SaaS sales career, this kind of remit builds durable operating range. It develops fluency in structured enterprise sales methodologies, long-cycle forecasting discipline, and the ability to translate product value across multiple buyer personas. Experience navigating RFx processes and contract negotiation also travels well across SaaS companies that sell into regulated or compliance-heavy industries, from healthcare to financial services.
This role tends to suit senior sellers who prefer rigorous account planning over high-volume transactional pipelines, and who are motivated by stakeholder mapping and mission-driven customer outcomes. It also fits professionals who want their SaaS expertise anchored in field execution, with substantial client-facing time and a clear territory orientation in the Washington, DC area.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
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 f 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.
Federal Enterprise Account Executive - DHS Account
Why We Have This Role
The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The Department of Homeland Security (DHS) Federal Enterprise Account Executive is expected to partner with the DHS Account Lead to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting and deal closure. The focus is on driving incremental revenue for Federal product lines and buyer personas. As a Federal Enterprise Account Executive, your overarching objective is to drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within DHS.
How You’ll Find Success
- Takes the initiative to understand the customer mission, create a strategic plan, and execute
- Elevates customer relationships to the next level through dedicated account management
- Experience using enterprise sales processes such as MEDDICC
- Ability to learn and understand product solutions and features with excellent verbal and written communication skills
- Strong quantitative, analytical, and conflict resolution abilities
- Willingness to travel and be client facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager)
- Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area
How You’ll Grow
With a mission-first approach, the Qualtrics Federal team helps some of the largest and most impactful U.S. Federal organizations listen, understand, and take action on customer data. You will sell technology to solve real agency problems and tackle challenges that directly impact the experiences of U.S. citizens. If you love a strategic, analytical sales process and working across diverse stakeholders in the Federal space, selling Qualtrics software will always keep you learning and growing.
Things You’ll Do
- Be a part of the Qualtrics DHS team
- Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across DHS
- Become a trusted advisor to a variety of buyers in the Federal vertical
- Closely engage with clients at all points of the sales cycle - from prospecting, product demonstrations, onsite presentations, and contracting through close
- Drive net new revenue growth through new logo acquisition and expansion of current accounts
- Meet quarterly and annual sales targets
- Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM)
- Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunities
What We’re Looking For On Your Resume
- 15+ years of experience selling SaaS solutions to the Federal vertical
- Successful track record of achieving assigned targets within the Federal vertical
- Successful track record providing executive-level impact to clients and partners
- Well-versed in Federal procurement processes and regulations
- Well-versed in Federal government security standards and policies
- Prior experience in building relationships with relevant Federal contractors
- Prior experience responding to and winning competitive RFx solicitations
- Existing relationships within the DHS and DOJ territory preferred
What You Should Know About This Team
- The Qualtrics Federal team prides itself on a strong culture of collaboration, hard working mentality, and commitment to winning
- Qualtrics Federal is the fastest growing market unit within the company
- We are just getting started. Join a team that is defining the Experience Management category in the Federal space and making a difference for our customers
Our Team’s Favorite Perks and Benefits
- Quarterly in-person team activities
- Federal specific training and focused sales enablement sessions to support individual success and career growth
- Team celebrations to recognize shared success
- Annual company gatherings in Salt Lake City (X4) and Las Vegas (Sales Kick Off)
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 ActQualtrics 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.Not finding a role that’s the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life. Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics - upcoming events, behind the scenes stories from the team, interview tips, hot jobs, and more. No spam - we promise! You'll hear from us two times a month max with fresh, totally tailored info - so be sure to stay connected as you explore your best role and company fit. 
