Principal Account Executive - Public Sector

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 hiring a Principal Account Executive to lead growth across public sector and public utilities clients in ANZ from our Sydney hub. You’ll own complex, high-value opportunities that transform customer and employee experience through our SaaS XM platform, working directly with senior decision-makers (HR, marketing, executive leaders) and partnering with solutions consultants, services, marketing and customer success to design and close strategic programs.

How You’ll Find Success

• Takes initiative and works entrepreneurially to navigate long, multi-stakeholder sales cycles and complex procurement processes.
• Builds trusted senior relationships—influencing executives in HR, marketing and broader leadership.
• Consistent quota achiever with a proven ability to develop pipeline, forecast accurately and close large deals.
• Skilled at selling SaaS/business transformation software into public or commercial clients.
• Persuasive, tailored communicator: aligns value messaging to client goals and procurement requirements.
• Collaborative cross-functional partner who leverages product, services and marketing to create winning solutions.
• Adaptable to changing policy, market and client priorities in the public sector.

How You’ll Grow

• Develop as a strategic partner to government and utility leaders, influencing long-term transformation programs.
• Deepen expertise in enterprise SaaS for experience management and business transformation across public sector use cases.
• Expand skills in negotiating large, complex deals and managing procurement & tender processes.
• Gain visibility and influence across ANZ sales strategy and the broader product roadmap through customer insights.

Things you'll do

• Drive revenue and pipeline growth across ANZ public sector and utilities: prospect, qualify and close target accounts to meet and exceed revenue targets.
• Build strategic account plans, power maps and tailored opportunity strategies, then execute demand-generation and stakeholder engagement to convert opportunities.
• Engage and nurture stakeholders from champions to C-level, align on value and procurement timelines, and lock in long-term program outcomes.
• Navigate public procurement and deal execution. Lead tender/RFP responses where applicable and partner with legal, finance and sales ops to remove blockers and ensure compliant contracting.
• Lead tailored product demonstrations and craft commercial proposals with solutions consultants to maximise customer ROI and win probability.
• Coordinate a smooth transition to customer success and services teams, track adoption and outcomes, and drive renewal and expansion opportunities.

What We’re Looking For On Your Resume

• 7+ years of SaaS or software sales with a strong track record of meeting/exceeding quota—experience selling enterprise or transformation solutions.
• Demonstrated success selling into public sector, utilities or similarly complex, procurement-driven markets is highly desirable.
• Experience engaging senior decision-makers in HR, marketing, executive or program leadership functions.
• Proven ability to manage long, complex sales cycles, produce reliable forecasts and build a qualified pipeline.
• Strong negotiation, presentation and consultative discovery skills.
• Comfortable using Salesforce.com (or similar CRMs) and working with cross-functional sales enablement resources.
• Relevant tertiary qualifications and familiarity with government procurement/tender processes are advantageous.

What You Should Know About This Team

• We’re a high-performing ANZ public sector sales team focused on driving transformation through experience management technology.
• The role is consultative and strategic—ideal for sellers who enjoy complex deals, long-term programs and executive engagement.
• Collaboration is central: you’ll work closely with solutions consulting, services, marketing, legal and customer success.
• The team invests in development and promotes on performance—expect coaching, stretch targets and visible career progression.
• Working here gives exposure to meaningful public-sector outcomes that impact large populations and communities.

Our Team’s Favourite Perks and Benefits

• Salary + uncapped commissions and accelerators.
• Performance-based promotions—advancement driven by results.
• Private health insurance with comprehensive medical and extras coverage.
• Experience Leave — 5 additional days per year for experiences.
• Hybrid working (typically 3 days in office / 2 from home) and commuter allowance.
• Catered lunches and a well-stocked kitchen at our North Sydney office.