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Senior Enterprise Sales Manager - Head of Education
About the position
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. Senior Enterprise Sales Manager - Head of Education Why We Have This Role As the EDU Sales Leader, you will lead an organization of talented managers and sales executives across the U.S. dedicated to the academic sector. Your team’s overarching objective is to drive company revenue growth through net new customer acquisition and expansion within our current base of K-12 districts and Higher Education institutions. This leader will be integral to the success of the EDU vertical, serving as a key driver of innovation in how schools and universities use data to improve the student and faculty experience. We need a talented Sales Leader to enable the EDU sales team to deliver at their highest potential in this mission-critical sector. How You’ll Find Success Takes Initiative: Understands the expected outcome, gets the context of the academic landscape, and works entrepreneurially to get it done. Influential Communicator: Influences effectively at the team level and builds trust with Provosts, Superintendents, and Cabinet-level leaders. Proven Results: Strong track record of exceeding quota in complex technology environments. Strategic Acquisition: Ability to acquire new institutional clients and navigate the unique procurement cycles of the education market. Complex Platform Selling: Expertise in selling the Qualtrics Experience Management (XM) platform as a centralized \"Research Engine\" to large, strategic university systems and major school districts. How You’ll Grow Strategic Leadership Role: You will influence organizational initiatives with executive exposure that substantially impacts the company's long-term strategy concerning both customer and employee experience. Thought Leadership: Stay current on trends and advancements in K-12 and higher education experience as a thought partner in identifying new opportunities for growth. Things You’ll Do Scale EDU Growth: Lead an EDU Sales organization to drive long-term employee, team, and institutional success while scaling revenue growth. Academic Thought Leadership: Act as a customer advocate and thought leader to elevate the adoption of Experience Management (XM) in K-12 and Higher Education. Organizational Leadership: Lead an organization of sales managers and mid-level to senior sales executives selling to mid-market and enterprise academic accounts. Performance Management: Meet quarterly and annual objectives and key results through accurate and timely reporting. Strategy & Coaching: Coach direct reports in EDU-specific sales strategy, pipeline management, and career development. Executive Sponsorship: Serve as an executive sponsor during enterprise-level deals, interfacing with C-level academic leaders. Internal Collaboration: Develop and maintain positive relationships with internal teams (Professional Services, Implementation, etc.) to ensure a collaborative approach to securing large enterprise campus and district-wide engagements. Competitive Intelligence: Maintain a real-time understanding of the competitive landscape in EdTech to assist in building win-based proposals and pricing. What We’re Looking For On Your Resume Minimum 10 years leading teams in high-growth technology sales, preferably with a heavy focus on the Education industry. Minimum 5 years of experience selling SaaS solutions. Successful track record providing executive-level impact to educational clients and partners. Deep understanding of EDU-specific compliance and security needs (e.g., FERPA). Experience using enterprise sales processes such as MEDDIC. Bachelor’s degree or higher is required. Location Preference: Candidates based at our headquarters in Provo, Utah. What You Should Know About This Team Our Education (EDU) sales team is a group of highly driven individuals dedicated to closing experience gaps for students, faculty, and staff across the United States. Our SaaS platform is used by some of the largest university systems and school districts in the world to drive action with pre-built Experience Management (XM) programs. This team is responsible for \$20M+ in revenue. This team was the highest performing sector in the company last year, specifically excelling in Student (SX) and Employee (EX) experience priorities. Our Team’s Favorite Perks and Benefits Salary + Uncapped Commissions and Accelerators 100% Performance based promotions -- not politics or tenure Quarterly team activities, winter and summer parties, and lots of Qualtrics swag We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more The annual Qualtrics Experience Bonus 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. Not finding a role that’s the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life. Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics - upcoming events, behind the scenes stories from the team, interview tips, hot jobs, and more. No spam - we promise! You'll hear from us two times a month max with fresh, totally tailored info - so be sure to stay connected as you explore your best role and company fit.
Responsibilities
- Scale EDU Growth: Lead an EDU Sales organization to drive long-term employee, team, and institutional success while scaling revenue growth.
- Academic Thought Leadership: Act as a customer advocate and thought leader to elevate the adoption of Experience Management (XM) in K-12 and Higher Education.
- Organizational Leadership: Lead an organization of sales managers and mid-level to senior sales executives selling to mid-market and enterprise academic accounts.
- Performance Management: Meet quarterly and annual objectives and key results through accurate and timely reporting.
- Strategy & Coaching: Coach direct reports in EDU-specific sales strategy, pipeline management, and career development.
- Executive Sponsorship: Serve as an executive sponsor during enterprise-level deals, interfacing with C-level academic leaders.
- Internal Collaboration: Develop and maintain positive relationships with internal teams (Professional Services, Implementation, etc.) to ensure a collaborative approach to securing large enterprise campus and district-wide engagements.
- Competitive Intelligence: Maintain a real-time understanding of the competitive landscape in EdTech to assist in building win-based proposals and pricing.
Requirements
- Minimum 10 years leading teams in high-growth technology sales, preferably with a heavy focus on the Education industry.
- Minimum 5 years of experience selling SaaS solutions.
- Successful track record providing executive-level impact to educational clients and partners.
- Deep understanding of EDU-specific compliance and security needs (e.g., FERPA).
- Experience using enterprise sales processes such as MEDDIC.
- Bachelor’s degree or higher is required.
Benefits
- Salary + Uncapped Commissions and Accelerators
- 100% Performance based promotions -- not politics or tenure
- Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
- We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
- The annual Qualtrics Experience Bonus 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.
