Federal Sales Manager

    Qualtrics

    🇺🇸 United States (Remote)
    Remote
    SaaS
    Hybrid
    See your match score
    Posted Today
    Work Type

    Remote

    Vertical

    SaaS

    Source

    greenhouse

    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 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 Sales Manager

    Why We Have This Role

    Qualtrics’ Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. The Federal Sales Manager is expected to help with all sales efforts with their team and includes coaching, assisting, and executing on the entire sales process.

    How You’ll Find Success

    • Takes the initiative to have a point of view and overall strategic vision and plan on the health and govcon space.
    • Takes customer relationships to the next level acting as an executive sponsor

    Selling Motion

    Buyer Persona

    C-Suite

    Selling to executive decision-makers

    Requirements at a Glance

    Bachelor's Degree·Required

    Typical Day — Sales Manager

    Executive deal support3–5/week
    Forecast & commit2×/week
    Strategic deal coaching3–5/week

    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

    Public Sector Sales
    —

    How do you coach underperforming reps?

    Template question
    —

    Describe your forecasting methodology.

    Template question
    —

    How do you structure onboarding for new hires?

    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
    Prepare to discuss your home office setup and self-management discipline
    Review the job description and map your experience to each requirement
    Role Insights

    This leadership position involves both strategic planning and hands-on coaching of the sales team.

    Expect to work with recurring revenue models where customer retention is as important as acquisition.

    This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.

    Are you a closer?

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