Enterprise Account Executive
At Qualtrics, we create software that 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 18,000 clients globally. Building a category takes grit, determination, and an appreciation for the unconventional—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 ambitious goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved by collaborating and iterating until the best solution comes to light. You won’t have to look to find growth opportunities— 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 6,000 people across the globe who think that’s work worth doing.
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.
- Enhance your sales and problem-solving skills.
- Learn how to manage challenges and identifying solutions.
- 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 follow-up 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 in-depth knowledge of Qualtrics' solution offerings with particular focus to the measurable business outcomes our customers achieve;
- Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing;
- Meet or exceed quota expectations;
- Participate in sales planning status meetings.
- At least 5 years of recent experience selling complex SaaS application software solutions into enterprise, ideally in the customer experience space.
- A proven track record of closing enterprise deals to a business buyer.
- Achievement against quota. In a quota carrying role with demonstrated overachievement in recent years.
- Experienced in building pipeline into existing and whitespace customers.
- Drive account strategy, build a POV and pull together extended team of CSMs, SEs, Partners & Services.
- Stability and reputation. Good tenure at companies they have worked for +2.5 years (growth within company) (identified as a performance indicator for success).
- Disciplined and structured - How do they manage their business? What process or systems do they have in place? e.g. Knows MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and, Champion).
- Ideally has a current network of relationships with executives in their given industry.
- Possess growth mindset, grittiness and positive attitude - (identified as a performance indicator for success).
- Humble, team player, coachable.
- Experience in working with ecosystem around enterprise customers.
- Great presentation and communication skills.
- Experience using Salesforce.com and Mac proficiency a plus.
- A comprehensive package consisting of base, bonus, and generous benefits. Clear expectations for performance and progression pathways.
- Private health insurance - top of the range coverage.
- Annual Experience Bonus - we want to facilitate some great experiences for our employees. Put this bonus towards an experience you’ve always wanted to have!
- Experience Leave - additional 5 days a year to take for experiences!
- Quarterly Wellness Stipend - reimburse your physical and mental wellbeing costs.
- Commuter allowance - we take care of your public transport expenses to the office!
- Catered lunches in our North Sydney office - 5 days a week.