MM Commercial AE

Qualtrics : Commercial / MM Role
Level: Level 6 (up to 2 billion in revenue)
Location: Sydney Australia
Languages: English
Industry: SaaS / Customer & Employee Experience
Product: Experience management platform combining customer experience employee experience market research and brand insights.
Tech Stack (if relevant): SaaS Enterprise CRM Survey/Insights Platforms

Company Profile
Global market leading organisation CX/EX technology company that delivers experience management solutions for some of the most complex enterprises globally. With over 175 professionals working across cross-functional business units in ANZ the company places strong emphasis on growth a clear strategic vision and a culture of smart customer-centric individuals. Their mission-driven environment fosters a sense of belonging supported by a clearly articulated 3-year vision and a commitment to building one of the worlds top 10 workplaces.
Salary & Benefits
Salary Range: Level 5 OR 6 - $270k- 305k OTE (60:40)
Additional Benefits:
Ramp: 6 month ramp 25% of OTE commission paid monthly for 6 months - full quota at 9-months.
Share options - Equity Purchase Plan
well-being funds
flexible working arrangements

Role Description
This is a senior enterprise sales role focused on driving revenue through 3 key pillars - net new logos strategic account expansion & retention. You will play a key role in supporting the companys 3-pillar growth strategy across customer retention cross-sell and new business.

Team Size & Leadership Scope
Key Collaboration: Sales Marketing SDRs Solution Engineers Customer Success

Team Information: 7 in each team - 14 full stocked. Consistent performers - fell short of the team number last quarter - did not hit 100% but the team hit around 80%. 2 Heads down is the main reason. For the past year have hit target or over achieved.

Responsibilities
Own and grow a territory of approx. 200-300 accounts split between 10% existing and 90% net new - quota of $540-$630k USD (experience dependant)
Drive sales across the full suite of offerings (Research CX EX) to help clients break down siloes across business functions
Balance strategic land-and-expand tactics with full-platform sales where relevant
Partner with SDRs and marketing to develop pipeline through both inbound (2030%) and (80-70%) network - outbound activities
Manage complex sales cycles of 4- 12 months with average deal sizes between USD 50k-80k USD
Collaborate cross-functionally to drive platform adoption and long-term client value

Requirements
Must-Haves:
7 years of SaaS sales experience with exposure closing complex MM or enterprise environments
Proven success in consultative cross-functional selling with a strong understanding of business impact and stakeholder engagement
Self-driven resilient and adaptable with a bias for action and learning mindset
Ability to operate in ambiguity and thrive in fast-paced startup-like environments
Experience working with unstructured sales processes (startup experience and exposure)
No job hoppiness ( 3-5 roles in 5 years ) weve had candidates rejected who did not have more than a 2.9 year tenure on their resume

Nice-to-Haves:
Background in adjacent enterprise systems such as CRM HCM or EX platforms
Career progression through SDR Mid-Market to Enterprise sales
Bachelors Degree


Interview Process Summary - 4 steps or 3 if above 85 rating.

Call with Sara - Culture Fit
2. Session 1: Nick Best (Hiring Manager Team Manager)
3. Session 2-3 Combined: Sales Leader
Session 3: Sales Leader
4. Panel Interview - presentation

If Candidate is above an 85 rating - go straight to hiring manager or step 2 in the process.


Notable Feedback to share with candidates:
Alex asks candidates: Have they failed They should share a story of failure and what they have learned from it & thats it. Hes looking for humility and a growth mindset.
Nick Best: heavy on Sales capbility - ask candidates to prepare deep explanation of how they territory plan account map and drive deals forward (objection handling strategic followup/engagement)

How to intro
Send CV Introduction to Chris: I can add to Qualtrics ATS
Video: