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Enterprise Account Executive

3 months ago

Sydney, New South Wales, Australia Qualtrics Full time

The Qualtrics XM Platform is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can't imagine living without.


Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good.

A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it.

You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness.

All so you can do the best work of your career.

We believe every interaction is an opportunity. Are we yours?

Why We Have This Role:

We are looking for an Enterprise Account Executive that will lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, managing the sales cycle, proposal, business case and contract negotiation through to deal closure.

The Enterprise Account Executive is expected to meet sales goals established by their Sales Director while delivering the highest standard of integrity, quality, and customer service to our clients.

The role can be based in Melbourne or Sydney.

How You'll Find Success:

  • Experience selling SaaS solutions to market research, marketing and human resource departments within Fortune 1000 companies.
  • Acquiring clients, negotiating, and selling the Qualtrics Research Software platform to marketing and research executives of mid sized & large enterprise organisations.

How You'll Grow:

  • Enhance your sales and problemsolving skills.
  • Learn how to manage challenges and identifying solutions.

Things You'll Do:


The Enterprise Account Executive (CX) is expected to lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, managing the sales cycle, proposal, business case and contract negotiation through to deal closure.

The Enterprise Account Executive is expected to meet sales goals established by their Sales Director while delivering the highest standard of integrity, quality, and customer service to our clients.


  • Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company;
  • Establish, manage, and maintain relationships between Qualtrics and senior executives of the client and prospect companies;
  • Make sales presentations to customer and prospects at all levels and in a variety of departments (such as Customer Experience, HR and Marketing) of the Fortune 1,000 companies and other accounts within a prescribed territory. Address product uses, benefits, competitive advantages, business terms and facilitate optimal technical followup to close the sale;
  • Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.);
  • Interface and develop professional relationships with existing clients and prospects throughout the organisational levels;
  • In collaboration with Qualtrics' marketing team, develop and execute demand generation campaigns;
  • Coordinate and actively participate in contract negotiations;
  • Act as representative of Qualtrics at industry conferences and association meetings;
  • Partner with Marketing on leads from trade shows and campaigns;
  • Sales process management;
  • Develop and maintain indepth knowledge of Qualtrics' solution offerings with particular focus to the measurable business outcomes our customers achieve;
  • Maintain a realtime understanding of the competitive landscape to assist in determining winbased proposals and pricing;
  • Meet or exceed quota expectations;
  • Participate in sales planning status meetings.

What We're Looking For On Your Resume:

  • Leading potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs.
  • Evidence of regular 1st line positioning & demo expertise viewed favourable.
  • Contributing in weekly meetings with meaningful insights.

What You Should Know About This Team:
Our team is a group of highly driven individuals that are intelligent, organised, and dedicated. We work together as a team to accomplish and surpass quarterly and annual objectives. We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.

Our Team's Favourite Perks and Benefits:

  • A comprehensive total package and generous benefits. Clear expectations for performance and progression pathways.
- We offer top-of-