Enterprise Sales Manager UK - Strategic Accounts

Qualtrics; London; Hybrid; GBP 60,000 - 100,000; Full time

Job description

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.

Senior Enterprise Sales Manager UK - Strategic Accounts

Why We Have This Role

Qualtrics is hiring a proactive individual to lead our London based Strategic Sales team. In this role, your primary focus will be on leading the team to success, with a focus on coaching and mentoring as well as driving net new revenue for Qualtrics. Our Sales team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use. The ideal candidate would be someone who is results driven, and has a strong operating rhythm. Adaptability, leading with empathy, and a positive approach will be paramount.

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.
• You have the agility to adapt, pivot and change your approach based on the needs of your business.
• You bring together internal resources that enable your team to be successful sales professionals.
• Build relationships at all levels.

How You’ll Grow

• By joining Qualtrics, you become part of a team that dares to pursue groundbreaking experiences.
• Our mission is to build technology that positively impacts businesses and makes them more human.
• As a member of our global sales organization, you will take ownership of a dedicated team. Your responsibilities will include developing a robust team strategy designed to drive demand and revenue.
• We encourage big-picture thinking and foster an environment that embraces innovation and creativity. You will build relationships with multiple decision makers in an account and educate them on the value of Qualtrics.

Things You’ll Do

• Lead a team of Enterprise sellers into key strategic accounts.
• Coaching 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.
• Support the team to develop strategic account strategies with a growth mindset.
• Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization.
• Display a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time.
• 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 an executive sponsor during deals.
• Develop and maintain positive collaboration with key functional areas in other parts of the company (Professional Services, Implementation, Subject Matter Experts, Legal etc).
• Strong communication skills, aware of the message being transmitted to the team, how it’s delivered, and its perception.
• Demonstrate experience successfully managing through change in a fast-growing environment.
• Entrepreneurial approach to effectively managing a business.

What We’re Looking For On Your CV

• A validated winner that has led teams to breakthrough results.
• At least 6-8 years of individual enterprise-level sales experience.
• SaaS selling experience.
• Ability to travel up to 50%.
• Fluency in English.
• Experience using MEDDIC sales processes, or similar.
• Evidence of generating and delivering large strategic engagements with ongoing relationships.
• Evidence of operating at C-level.
• Experience using Salesforce.com and measuring system compliance.
• Record of over-exceeding quarterly team quotas through metric based skill development and internal team management.
• Experience and understanding of working on complex contract negotiations.
• Evidence of a strong sales operating rhythm.

What You Should Know About This Team

• Qualtrics global sales team is dedicated to changing the way our customers focus on experiences. Forrester reports that companies generate a 674% return on investment when using Qualtrics. Now that's a solution you can get behind.
• As a Sales leader, you will help your team focus on new revenue through strategic, relationship-based selling. Our most successful sales employees have a track record of exceeding quotas, acting as trusted advisors to clients and being passionate teammates.
• The Qualtrics platform is versatile, adding value to a limitless array of decision makers. If you love a strategic, analytics sales process working with a variety of industries, departments and buyers, selling Qualtrics XM will always keep you learning and growing.
• Challenges excite us, as we view them as opportunities for growth and positive transformation.
• We are not merely observers of change; we actively initiate and drive it.

Our Team’s Favorite Perks and Benefits

• Qualtrics Experience Program - A bonus each year for an experience of your choosing.
• Worldwide and diverse community that enjoys helping each other.
• We take pride in creating an open and collaborative work space.
• At Qualtrics we are constantly working to create an environment where everyone feels safe and comfortable coming to work and can, as a result of our culture, make their best possible contribution to our team.

The Qualtrics Hybrid Work Model: Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life.

Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.