Enterprise Sales Leader - Sports Media Entertainment

At Qualtrics, we create software 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 18K clients globally. Building a category takes grit, determination, and a disdain for convention—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 aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities—ready or not, 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.

Enterprise Sales Leader – Sports, Media & Entertainment

Why We Have This Role

Qualtrics empowers leading Sports, Media, and Entertainment brands to transform fan engagement, subscriber loyalty, live event operations, and brand perception through data-driven insights. We enable enterprise organizations—from sports leagues and franchises to media conglomerates, streaming networks, and entertainment venues—to make high-impact decisions by leveraging our Experience Management platform and AI capabilities across digital channels, broadcast networks, and physical venues. We are seeking a seasoned North America Enterprise Sales Leader for Sports, Media, and Entertainment to drive net-new logo acquisition and commercial growth within this high-profile vertical.

How You’ll Find Success

• Drive aggressive ARR growth across top-tier Sports, Media, and Entertainment accounts leveraging SaaS and Generative AI offerings.

• Formulate and execute tailored vertical go-to-market strategies targeting key decision-makers across Fan/Guest Experience (CX), Content & Brand Strategy, Digital Commerce, and Operations.

• Demonstrate a proven ability to originate, negotiate, and close complex, multi-year, seven-figure enterprise land-and-expand deals.

• Cultivate a high-performing enterprise sales culture rooted in value-based selling, strategic account mapping, and executive engagement.

• Exhibit deep commercial acumen across modern SaaS deal structures, pricing models, and competitive positioning within the Sports, Media, and Entertainment sectors.

How You’ll Grow

• Scale high-visibility enterprise GTM initiatives with executive exposure that directly shape the growth of our Sports, Media & Entertainment vertical.

• Serve as a key domain thought partner, translating emerging media consumption, fan engagement, and entertainment trends into actionable platform solutions.

Things You’ll Do

• Lead and coach a team of 6–8 Enterprise Account Executives focused exclusively on the Sports, Media, and Entertainment sector.

• Guide reps on complex, solution-oriented sales cycles, executive pitch development, pipeline generation, and precise sales forecasting.

• Act as an executive sponsor on major strategic opportunities, maintaining relationships with C-level and VP stakeholders at target accounts.

• Drive rigorous pipeline management and deal-closing strategies to ensure consistent quarterly revenue execution and market penetration.

• Collaborate cross-functionally with Solution Engineers, Product Management, and Marketing to tailor GTM plays for Sports, Media, and Entertainment nuances (e.g., streaming churn reduction, live venue fan engagement, sponsorship ROI, content feedback loops).

What We’re Looking For On Your Resume

• 8–10+ years of enterprise SaaS sales and commercial leadership experience, with direct focus or leadership targeting Sports, Media, Entertainment, or adjacent consumer-facing sectors.

• Consistent track record of leading high-impact sales teams to exceed multi-million dollar new-business quotas.

• Proven ability to close high-ticket, seven-figure software transactions with complex, matrixed enterprise buyers and sports/entertainment ownership groups.

• Bachelor's or advanced degree in business, technology, sports management, or a related field.

• Exceptional communication, executive presentation, and consultative storytelling capabilities.

What You Should Know About This Team

• We maintain a high-octane, results-driven culture focused on aggressive market expansion and sales excellence.

• Winning major iconic brands and delivering clear, measurable business value are core to our team's identity.

• The operating environment is fast-paced and dynamic, demanding strong strategic focus and relentless prioritization.

• Innovation, continuous learning, and sharing best practices across the vertical team are highly encouraged and expected.