Enterprise Account Executive / Player Coach (New Zealand Market Focus)

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.

Why We Have This Role

We’re seeking a driven Enterprise Account Executive / Player Coach based in Sydney to own large enterprise and commercial accounts across New Zealand, spanning a variety of industry verticals. This role plays a critical part in growing Qualtrics’ presence by selling our Experience Management platform to leading organisations, while also providing hands-on coaching to our Account Executives to elevate team effectiveness. Focused solely on the New Zealand market, this role requires regular travel to New Zealand to develop strong client relationships and drive revenue growth.

How You’ll Find Success

• Proven ability to manage complex, multi-threaded sales cycles engaging senior stakeholders and end-users in enterprise and commercial organisations.
• Demonstrated track record of consistently exceeding sales quotas through new business acquisition and expanding existing accounts.
• Strong storytelling and consultative selling skills that translate product features into tailored business value.
• Self-directed and resourceful, with a relentless drive to meet KPIs and grow territory revenue.
• Clear and persuasive communicator, adept at influencing both clients and internal teams.
• Skilled player coach who shares best practices with Account Executives through regular coaching and subject matter expertise—improving team efficiency and customer experience.
• Comfortable with frequent travel between Sydney and New Zealand to maintain client engagement and support coaching responsibilities.

How You’ll Grow

• Deepen sales expertise across New Zealand’s enterprise and commercial markets within diverse industry verticals.
• Expand leadership skills by developing coaching capabilities to support and mentor Account Executives in your territory.
• Gain experience in strategic account planning and navigating multi-level stakeholder ecosystems.
• Collaborate with regional and global teams, broadening your professional network and influence.
• Access structured career development opportunities geared towards leadership growth within Qualtrics.

Things You’ll Do

• Own and grow a portfolio of enterprise and large commercial accounts across New Zealand through consultative selling and strategic relationship management.
• Regularly travel to New Zealand to build multi-threaded client relationships and identify new business opportunities.
• Lead sales conversations that align Qualtrics’ XM solutions with client-specific challenges and goals, delivering compelling business cases.
• Develop and execute territory plans across a variety of industry verticals to drive pipeline and revenue growth.
• Coach and support Account Executives by sharing best practices, providing subject matter expertise, and managing day-to-day customer obsession metrics to enhance customer and team outcomes.
• Collaborate closely with sales leadership and cross-functional teams to align on market strategy, demand generation, and customer engagement.

What We’re Looking For On Your Resume

• 10+ years of SaaS selling experience as an Enterprise Account Executive or Sales Leader with a consistent record of over-achieving sales targets.
• Demonstrated success selling SaaS or disruptive technologies to enterprise clients, preferably within New Zealand markets.
• Proven ability to manage end-to-end complex sales cycles with senior stakeholders and diverse decision-makers.
• Strong business-level English communication skills and confidence engaging senior leaders.
• Experience in a coaching or mentoring role—especially in supporting sales or product teams—is highly desirable.
• Skilled storyteller and consultative seller, adept at building trust and delivering tailored value propositions.
• Highly motivated, independent, and goal-oriented with a passion for personal and team success.

What You Should Know About This Team

• Join a global sales team dedicated to transforming how organisations manage experiences, with clients achieving measurable ROI.
• Work within a culture focused on strategic, relationship-driven selling and ambitious quota attainment.
• Collaborate across diverse industries and departments, enjoying continuous learning and career growth.
• Thrive in a supportive environment that embraces challenges as opportunities for innovation and impact.
• Engage with top performers who value collaboration and high performance.

Our Team’s Favourite Perks and Benefits

• Competitive salary plus uncapped commissions and accelerators rewarding performance.
• 100% performance-based promotions—meritocracy drives career progression.
• Comprehensive private health insurance covering medical and extras benefits.
• $2,800 Annual Experience Bonus to fund meaningful personal experiences.
• Additional 5 days of Experience Leave each year for rest and rejuvenation.
• Hybrid working environment—3 days in Sydney office, 2 days remote.
• Catered lunches and a well-stocked kitchen full of snacks and drinks at our North Sydney office.