Enterprise Account Executive - Italy

    Qualtrics

    🇮🇹 Milan, Italy
    SaaS
    Hybrid
    See your match score
    Posted Today
    Work Type

    On-site

    Vertical

    SaaS

    Source

    greenhouse

    Language

    🇮🇹 Italian

    About this role

    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 microphone 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.
     
    Enterprise Account Executive - Italy

    Why We Have This Role

    Qualtrics is on the lookout for a proactive, collaborative seller that can help us lead and own the strategy for selling Experience Management (XM) SaaS within the largest accounts in the Italian market. We’re helping the world’s leading companies improve experiences. Our solutions allow our clients to have a 360° view of the entire experience enabling them to uncover what matters most to clients and employees with the ability to take action in real time. In the Enterprise Sales role, you will be working with accounts in the region with an overarching objective to drive company revenue growth throug

    Selling Motion

    Sales Cycle

    Enterprise

    6–18 month cycles, complex multi-stakeholder deals

    Buyer Persona

    C-Suite

    Selling to executive decision-makers

    Requirements at a Glance

    Bachelor's Degree·Required

    Typical Day — Account Executive

    Stakeholder meetings3–5/week
    Executive presentations2–3/week
    Business cases & RFPs1–2/week
    Forecast & pipeline2×/week
    Champion coachingDaily

    Estimates based on role type and selling motion — actual may vary by company.

    SaaS — Interview Intel

    Typical Sales Cycle

    30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)

    Common Buyer Objections

    • "We're locked into a contract with [competitor]"
    • "We built something in-house already"
    • "We don't have budget until next quarter"
    • "Our team won't adopt another tool"

    Key Industry Metrics

    ARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic Number

    Hot Topics to Reference

    • • AI-native product disruption
    • • PLG vs sales-led motion debate
    • • Vertical SaaS consolidation
    • • Usage-based pricing models

    Use these insights to speak the buyer's language in interviews.

    Tags

    EMEA Sales - South
    —

    Walk me through your discovery process.

    Template question
    —

    How do you handle a prospect who goes silent mid-deal?

    Template question
    —

    Tell me about your largest closed deal and the sales cycle.

    Template question
    —

    How do you build business cases for stakeholders?

    Template question
    —

    Describe a deal you lost and what you learned.

    Template question
    Research Qualtrics's product, recent news, and key competitors
    Prepare metrics: quota attainment %, average deal size, win rate
    Practice a 2-minute product demo pitch for a mock discovery call
    Review the job description and map your experience to each requirement
    Role Insights

    This Account Executive position at Qualtrics involves managing the full sales cycle from prospecting through close.

    SaaS sales roles typically involve consultative selling with longer deal cycles.

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