Account Executive - Higher Education Mid-Market
Qualtrics · Provo, UT
Game over? Still on their site, but open 2+ months.
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 2mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon Qualtrics's careers page
The job
- What you'd do
- Sell Qualtrics software to medium-size colleges and universities, winning new schools and selling more to ones you already have. You'll meet with top school leaders, including executives, directors and VPs, and help them pick the right package.
- What you'd sell
Helps companies measure how customers and employees feel
When a company wants to know how customers and employees really feel, it usually has to piece together feedback from scattered sources. The problem is, the answers often arrive after the damage is done, and no one sees the whole picture. Qualtrics gathers feedback from customers and employees in one place, so companies can spot what matters most and act on it in real time.
In plain English, from their own job posts. Something wrong? Tell me · More Sales & marketing companies →
- Who you'd sell to
- College and university top executives, directors and vice presidents at medium-size companiesIn their words: “You sell the Qualtrics platform and become a trusted advisor to C-Suite, Director, and VP level leaders in HIgher Education”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Time on market
- Open 69 days. Ask why it's been hard to fill.
- Company hiring
- Ramping up: posted 18 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.
Red lights
- Big earnings claims, no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.
- Pay. No pay listed at all.
- Time on market. Open 69 days. Ask why it's been hard to fill.
Green lights
- Pays more past quota. Higher commission rates once you pass quota. Overperformance actually pays.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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