State and Local Government Sales Manager
Qualtrics
$145,000 - $176,000 / year
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Description
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.
Why We Have This Role
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.
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.
Benefits
- health insurance
- 401(k)
- paid time off
- stock options
- wellness program
- bonus
About this role
Qualtrics is seeking a State and Local Government Sales Manager to lead a high-performing sales team across the U.S., driving revenue growth through new customer acquisition and expansion within government accounts. You'll manage mid-market and enterprise sales executives, own quarterly and annual targets, and serve as a strategic partner to some of the largest government organizations adopting Qualtrics' Experience Management platform. This role requires deep involvement in complex sales cycles—from pipeline strategy and opportunity management to enterprise deal sponsorship and cross-functional collaboration with product, legal, and implementation teams.
Success in this position demands at least ten years in high-growth technology sales, with two to three years leading sales teams, ideally in the public sector. You'll need a proven track record closing SaaS deals, hitting quota consistently, and building and retaining strong sales talent. Experience with enterprise sales methodologies like MEDDIC and CRM platforms such as Salesforce is expected. The role is based in Provo, Utah, and requires in-office attendance three days per week.
The SLG team was Qualtrics' highest-performing sector last year, and you'd be joining a group of driven professionals focused on closing experience gaps across U.S. government. Compensation includes salary plus uncapped commissions and accelerators, along with health insurance, wellness stipends, an annual experience bonus, and regular team activities.
How this employer is doing
average
- H1B: Active Visa Sponsor
- Active Visa Sponsor
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Pay for this role
$145,000 to $176,000 per year
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