Leads six frontline managers and 30+ Account Executives in expanding existing enterprise accounts, driving net retention, cross-sell adoption, and multi-year renewals. Coaches teams on expansion selling, executive reviews, relationship development, forecasting, and account health. Sponsors major renewals and complex negotiations while partnering with Customer Success, Professional Services, and Product teams. Requires extensive software subscription sales leadership experience, strong SaaS and retention-metric expertise, and executive communication skills.
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.
Account Management Sales Leader
Why We Have This Role
The Qualtrics Account Management Organization ensures clients continuously maximize value from their insights subscriptions and bespoke engagements. We empower clients to make confident decisions by driving adoption of our experience platform and unique data capabilities. We are seeking a seasoned North America Account Management Sales Leader to lead a team of 6 front line leaders and 30+ Account Executives to drive net-retention growth, cross-sell adoption, and multi-year renewals across our portfolio.
How You’ll Find Success
- Drive ARR expansion by leveraging SaaS and Generative AI offerings to achieve annual business growth across existing accounts.
- Execute account expansion strategies focused on maximizing Net Retention Rate (NRR), Lifetime Value (LTV), and account health.
- Demonstrate a proven ability to protect, renew, and expand high-value, seven-figure contracts across enterprise client bases.
- Cultivate a high-performing account management culture that emphasizes value-based selling, strategic planning, and executive partnership.
- Exhibit strong commercial acumen across retention metrics, expansion deal structures, co-terming, and complex contract renewals.
How You’ll Grow
- Scale strategic account management initiatives with executive exposure that directly drive core ARR and net-retention goals.
- Act as a key thought partner in translating client feedback into new AI and experience management expansion opportunities.
Things You’ll Do
- Responsible of a team of 6 front line leaders and 30+ Account Executives.
- Train reps on expansion motions, Executive Business Reviews (EBRs), multi-threading client relationships, and renewal forecasting.
- Act as an executive sponsor on major enterprise renewals, multi-year extensions, and strategic cross-sell opportunities.
- Drive proactive account health strategies to mitigate churn risk and optimize multi-party contract negotiation cycles.
- Collaborate cross-functionally with Customer Success, Professional Services, and Product teams to align expansion with client success.
What We’re Looking For On Your Resume
- 10-15+ years of software subscription sales and commercial leadership experience (second-level or higher) focused on account expansion.
- Strong commercial proficiency with SaaS, DaaS, and post-sale retention metrics (NRR, GRR, Gross Churn).
- Proven track record leading large-scale existing business teams and closing multi-year, complex contract renewals.
- Bachelor's or advanced degree in business, technology, or a related field.
- Exceptional communication, storytelling, and executive-level relationship management skills.
What You Should Know About This Team
- We maintain a high-energy culture centered on client retention, account growth, and performance meritocracy.
- High customer satisfaction and measurable client ROI are central to our operational strategy.
- Day-to-day execution is dynamic—balancing multi-year contract renewals with immediate cross-sell opportunities requires sharp prioritization.
- Encouraging innovation and strategic input from all team members is critical to our continuous expansion.
Our Team’s Favorite Perks and Benefits
- Opportunity to shape the global marketing strategy for our most critical partnerships
- Work with a world-class team driving innovation in experience management
- Competitive compensation and strategic career development opportunities
- Chance to work at the intersection of global technology partnerships and innovative marketing
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.
Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act
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.
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Qualtrics Boston, Massachusetts, USA Office
Boston, MA, United States
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