Edge Commercial Account Executive

Sydney, NSW
Permanent
Full-time

8 days ago

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.Edge Commercial Account Executive (Higher Education & Government)Why We Have This RoleQualtrics Edge is an AI‑powered market research platform that blends trusted human panels with synthetic audiences and automated analysis to deliver faster, lower‑cost, and more actionable insights. We help organizations move from slow, one‑off studies to always‑on, subscription insight programs that power real decisions. As an Edge Account Executive, you’ll sell that shift to CMOs, Heads of Insights, Product leaders and researchers—opening new accounts, winning pilots, and converting them into multi‑year subscriptions that drive marketing, product and CX outcomes.How You’ll Find Success

Lead with outcomes: build clear ROI cases (time‑to‑insight, cost per response, decision speed) and quantify value for buyers.
Consultative seller: run multi‑threaded cycles across exec and operational stakeholders; translate research needs into technical + service solutions.
Product fluency: explain synthetic audiences, open‑end AI analysis and validation approaches simply and credibly.
Pipeline discipline: strong forecasting, deal hygiene and use of frameworks (e.g., MEDDICC/MEDDICC‑like).
Cross‑functional collaborator: work tightly with XM AEs, Value Management, Delivery and Product to design proofs‑of‑concept and scale deployments.
Hunter + Farmer mindset: source new logos and expand existing accounts into broader, recurring engagements.
Resilient operator: manage complex procurement and long cycles while keeping deals moving.

How You’ll Grow

Deepen expertise in AI‑enabled research and synthetic data — a market skillset in high demand.
Build executive selling and strategic account planning capabilities, moving toward enterprise AE or GTM leadership roles.
Work alongside product and data teams to influence roadmap and learn product management and data validation approaches.
Access coaching, role‑specific certifications and regular shadowing with senior sellers.

Things You’ll Do

Identify and develop new opportunities within universities, research institutes, and government departments.
Manage complex sales cycles from prospecting to close, ensuring strong alignment between client objectives and Qualtrics solutions.
Identify key stakeholders, partner with XM Account Executives to create joint account plans, and coordinate with legal and procurement to close contracts
Turn pilots and projects into subscriptions; secure renewals and expansions across ANZ.
Educate clients on the advantages of combining traditional survey data with synthetic approaches.
Represent Edge at customer events and webinars; contribute feedback to product and GTM.

What We’re Looking For On Your Resume

Proven outcomes in SaaS, data or market‑research sales (quota attainment, deal sizes, renewals), preferably 3+ years.
Experience selling to Marketing, Product or Insights and Research leaders; comfort with five‑to six‑figure commercial deals.
Track record of turning pilots or proof‑of‑concepts into subscription agreements.
Strong written and verbal communication with clear executive presence and stakeholder mapping examples.
Familiarity or curiosity about AI/NLP, synthetic data, and data quality validation — you don’t need to be an engineer but you can hold technical conversations.
Excellent pipeline discipline and use of sales methodology (examples of MEDDICC, champion building, or similar).

What You Should Know About This Team

Small, focused GTM team selling a disruptive product — high ownership, direct influence on strategy and materials.
Close partnership with product, data science and delivery teams: your customer feedback shapes the roadmap.
Fast feedback loops: see the impact of your wins quickly and help scale best practices regionally.
Strong mentoring culture: regular 1:1s, peer shadowing and structured onboarding to shorten ramp time.
We measure impact by customer outcomes, not activity metrics — you’ll be judged on business results.

Our Team’s Favorite Perks and Benefits

A comprehensive total rewards package consisting of base, uncapped commission and generous benefits.
Private health insurance - top of the range coverage for medical and extras benefits.
$2,800 Annual Experience Bonus - we want to facilitate some great experiences for our employees. Put this bonus towards an experience you’ve always wanted to have.
$425 Quarterly Wellness Stipend - we take care of your physical and mental wellbeing with a fantastic reimbursement program.
Commuter allowance - we take care of your public transport expenses to the office!
Hybrid working environment - 3 days in office, 2 from home.
Catered lunches in our North Sydney office. We also have a well-stocked kitchen full of snacks, drinks and other goodies.

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.Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, colour, 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: , ,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.

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