At Qualtrics, we create software that 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 18,000 clients globally. Building a category takes grit, determination, and an appreciation for the unconventional—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 ambitious goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved by collaborating and iterating until the best solution comes to light. You won’t have to look to find growth opportunities— 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.
Head of Sales - ANZ
Why We Have This Role
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. As the Managing Director based in Sydney in charge of ANZ, you will manage the sales organization across Australia and New Zealand, helping them grow a book of business and close deals. This leader will transform our sales results across the region and enable us to continue to grow.
How You’ll Find Success
- Takes initiative to drive growth in the business both directly and indirectly through partners
- Understands accountability, holding both yourself and the team accountable for delivering enduring positive outcomes
- Understands the expected outcome, gets the context, and then works entrepreneurially to get it done
- Communicates effectively to create trust with teams, motivating them to perform with confidence in your leadership and guidance
- Ability to open doors for your teams to potential clients through your strong professional network
- Strong negotiation skills
- Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts
- Shows great business acumen with a keen understanding of the key markets and growth levers
- Shows sound judgment in both business and people matters and demonstrate decisiveness in decision making
- Ability to collaborate with cross-functional teams effectively to deliver positive results
- Ability to listen, coach, and grow individuals
- Strong track record of exceeding quota
How You’ll Grow
- Executive-Level Career Planning: Your growth is intentional and deliberate, supported by a formal, structured promotion process and mandatory Career Action Planning with your Executive APJ lead.
- Strategic Risk and Cross-Functional Leadership: Work in a culture where strategic risks are encouraged and complex, cross-functional problems (e.g., in retail, government, healthcare) are solved together, fostering continuous executive-level learning.
- Scale and Visibility: Your mandate to Lead the Strategy in Asia for the Experience Management (XM) category provides unparalleled scale and executive visibility, serving as your fastest growth lever for your influence and development.
Things You’ll Do
- Drive high performance across a large sales organisation, directly managing first-line sales leaders and overseeing a team of approximately 30 Account Executives (AEs).
- Mentor and coach direct reports on advanced sales strategy, rigorous pipeline and opportunity management, and career development to foster leadership growth.
- Be accountable for talent acquisition, retention, and development, ensuring a high-potential, high-performing sales management and professional team.
- Implement and oversee effective skill training and mentorship programmes focused on complex, multi-stakeholder sales motions, including quarterly sales forecasting, legal collaboration, and product solutioning.
- Cultivate and maintain executive-level relationships with strategic clients and prospects to drive significant business growth and partnership.
- Apply a systemic and repeatable process to leading significant and complex contract negotiations and deals, often serving as the executive sponsor.
- Maintain deep expertise in the Qualtrics Experience Management (XM) platform and solution portfolio to effectively position its strategic value.
- Ensure an up-to-the-minute, comprehensive understanding of the competitive landscape to inform winning proposals, pricing strategy, and market positioning.
- Establish and maintain collaborative, cross-functional relationships with key internal stakeholders (e.g., Professional Services, Implementation) to ensure seamless client success.
- Actively engage in critical sales cycles to provide executive-level guidance, coaching, and deal closure support to sales managers and AEs.
What We’re Looking For On Your Resume
- A validated winner that has led teams to breakthrough results
- At least 7+ years of individual SaaS sales experience in the ANZ region
- At least 5+ years managing a SaaS sales team in the ANZ region
- Ability to travel up to 50%
- Experience using MEDDIC sales processes
- Experience using Salesforce.com and measuring system compliance
- Experience in exceeding quarterly team quotas through metric-based skill development and internal team management
- Experience working on complex contract negotiations
What You Should Know About This Team
- Our sales team based across ANZ has grown to respond to strong client demand for the Qualtrics Platform.
- This growth has resulted in the need for an exceptional leader with a track record of attracting and developing strong talent.
- Our team is a group of highly driven individuals who are intelligent, organized, and dedicated. We work together to accomplish and surpass quarterly and annual objectives.
- We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.
Our Team’s Favorite Perks and Benefits
- Salary + Uncapped Commissions and Accelerators
- 100% Performance based promotions -- not politics or tenure
- Quarterly team activities, and lots of Qualtrics swag
- The annual Qualtrics Experience Bonus is an $1800 USD bonus that 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.
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. #hybrid
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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