Enterprise Account Director Jobs in Virginia
Enterprise Account Director jobs in Virginia are highly active, with strong demand concentrated in enterprise technology sales, federal IT contracting, cybersecurity solutions, and cloud services across seniority levels from regional account director to global enterprise lead. The largest hiring metros are Northern Virginia, Richmond, and Reston, where established employers like Leidos, General Dynamics Information Technology, and Booz Allen Hamilton regularly hire enterprise account directors to manage large government and commercial portfolios. The most in-demand specialties are federal civilian and defense-sector account management, SaaS enterprise sales, and managed services. Find a role that fits below and apply directly.
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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.
Federal Strategic Account Lead – Civilian Enterprise
Why We Have This Role Qualtrics’ Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. As a senior Federal Strategic Account Lead, you will act as the CEO of your franchise, leading enterprise-wide sales efforts within a dedicated Federal Civilian territory. You will drive digital transformation by engaging Senior Executive Service (SES) leaders, structuring complex, multi-year enterprise agreements, and orchestrating a vast ecosystem of internal resources and external System Integrator (SI) partners. Your overarching objective is to drive exponential company revenue growth through net-new customer acquisition and strategic expansion within major accounts for example HUD, DoEd, SSA, etc. and large U.S. Independent Federal Agencies.
How You’ll Find Success
- Take the initiative to deeply understand the customer mission, formulate comprehensive capture strategies, and execute highly complex sales campaigns.
- Elevate customer relationships beyond standard account management by building multi-threaded C-level alignment, champion development, and rigorous attention to detail.
- Leverage deep expertise in rigorous enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close 7-8 figure deals.
- Demonstrate elite quantitative, analytical, and conflict resolution abilities to navigate complex government procurement cycles.
- Master product solutions and technical features, translating them into mission-critical business value through exceptional verbal and written communication.
- Travel and remain client-facing up to 50% of the time (including industry events and conferences) to foster trusted advisor relationships.
How You’ll Grow
- At Qualtrics Federal, we are a mission-driven team empowering top Federal Civilian agencies to listen, understand, and take action on their most critical data.
- You won't just be selling software—you will be delivering transformative solutions that solve complex agency challenges and advance the mission of government.
- If you are energized by a highly strategic, analytical sales process and excel at building consensus among diverse Federal stakeholders, this role offers the platform to lead market transformation and continually elevate your career.
Things You’ll Do
- Command the end-to-end execution of the complex enterprise sales process for the Qualtrics Platform, operating as the definitive trusted advisor within your Federal Civilian territory.
- Engage with clients at all phases of the sales cycle—spearheading targeted prospecting, leading highly tailored product demonstrations, delivering executive on-site presentations, and negotiating complex contracts through close.
- Drive aggressive net-new revenue growth through landmark new logo acquisition and massive expansion of current enterprise accounts.
- Orchestrate cross-functional teams (Solution Engineers, Customer Success, Legal, Information Security) and act as a thought leader and customer advocate with SI and technology partners to accelerate the adoption of Experience Management (XM).
- Build dynamic strategic account plans to grow existing business, identify prime new opportunities, and consistently exceed quarterly and annual objectives and key results.
What We’re Looking For
- 15+ years of quota-carrying enterprise software/SaaS sales experience, with a minimum of 5+ years directly selling into the Federal Civilian vertical.
- Documented successful track record in overachieving assigned enterprise targets and closing massive, multi-year contracts within the Federal vertical.
- A successful track record of providing executive-level impact, driving transformation conversations with agency CIOs, CDOs, and SES leadership.
- Deep expertise in federal procurement processes, acquisition strategies, and federal funding cycles.
- Strong fluency in federal government security standards and policies (e.g., FedRAMP, FISMA, ATO processes).
- Extensive prior experience in building highly productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
- Prior experience in leading and strategically responding to major federal government RFIs and RFPs.
- Located in the DMV (Washington D.C., Maryland, Virginia) area.
What You Should Know About This Team
- The Qualtrics Federal team prides itself on an elite culture of collaboration, a relentless work ethic, and a winning mentality.
- We are the fastest-growing sector within the company.
- Join a team that is building a legacy and making a tangible difference for our country's most vital institutions.
Our Team’s Favorite Perks and Benefits
- Quarterly in-person gatherings for high-impact team building activities and strategic alignment.
- Federal-specific training and executive enablement programs to continuously hone your enterprise skills.
- New office-space in Reston, VA as well as Washington, D.C.
- Extended winter break via the New Year Recharge in early January.
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. #remote
Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, 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:Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act
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.
For full-time positions, this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, and mental health benefits.
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.
Federal Strategic Account Lead – Civilian Enterprise
Why We Have This Role Qualtrics’ Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. As a senior Federal Strategic Account Lead, you will act as the CEO of your franchise, leading enterprise-wide sales efforts within a dedicated Federal Civilian territory. You will drive digital transformation by engaging Senior Executive Service (SES) leaders, structuring complex, multi-year enterprise agreements, and orchestrating a vast ecosystem of internal resources and external System Integrator (SI) partners. Your overarching objective is to drive exponential company revenue growth through net-new customer acquisition and strategic expansion within major accounts for example HUD, DoEd, SSA, etc. and large U.S. Independent Federal Agencies.
How You’ll Find Success
- Take the initiative to deeply understand the customer mission, formulate comprehensive capture strategies, and execute highly complex sales campaigns.
- Elevate customer relationships beyond standard account management by building multi-threaded C-level alignment, champion development, and rigorous attention to detail.
- Leverage deep expertise in rigorous enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close 7-8 figure deals.
- Demonstrate elite quantitative, analytical, and conflict resolution abilities to navigate complex government procurement cycles.
- Master product solutions and technical features, translating them into mission-critical business value through exceptional verbal and written communication.
- Travel and remain client-facing up to 50% of the time (including industry events and conferences) to foster trusted advisor relationships.
How You’ll Grow
- At Qualtrics Federal, we are a mission-driven team empowering top Federal Civilian agencies to listen, understand, and take action on their most critical data.
- You won't just be selling software—you will be delivering transformative solutions that solve complex agency challenges and advance the mission of government.
- If you are energized by a highly strategic, analytical sales process and excel at building consensus among diverse Federal stakeholders, this role offers the platform to lead market transformation and continually elevate your career.
Things You’ll Do
- Command the end-to-end execution of the complex enterprise sales process for the Qualtrics Platform, operating as the definitive trusted advisor within your Federal Civilian territory.
- Engage with clients at all phases of the sales cycle—spearheading targeted prospecting, leading highly tailored product demonstrations, delivering executive on-site presentations, and negotiating complex contracts through close.
- Drive aggressive net-new revenue growth through landmark new logo acquisition and massive expansion of current enterprise accounts.
- Orchestrate cross-functional teams (Solution Engineers, Customer Success, Legal, Information Security) and act as a thought leader and customer advocate with SI and technology partners to accelerate the adoption of Experience Management (XM).
- Build dynamic strategic account plans to grow existing business, identify prime new opportunities, and consistently exceed quarterly and annual objectives and key results.
What We’re Looking For
- 15+ years of quota-carrying enterprise software/SaaS sales experience, with a minimum of 5+ years directly selling into the Federal Civilian vertical.
- Documented successful track record in overachieving assigned enterprise targets and closing massive, multi-year contracts within the Federal vertical.
- A successful track record of providing executive-level impact, driving transformation conversations with agency CIOs, CDOs, and SES leadership.
- Deep expertise in federal procurement processes, acquisition strategies, and federal funding cycles.
- Strong fluency in federal government security standards and policies (e.g., FedRAMP, FISMA, ATO processes).
- Extensive prior experience in building highly productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
- Prior experience in leading and strategically responding to major federal government RFIs and RFPs.
- Located in the DMV (Washington D.C., Maryland, Virginia) area.
What You Should Know About This Team
- The Qualtrics Federal team prides itself on an elite culture of collaboration, a relentless work ethic, and a winning mentality.
- We are the fastest-growing sector within the company.
- Join a team that is building a legacy and making a tangible difference for our country's most vital institutions.
Our Team’s Favorite Perks and Benefits
- Quarterly in-person gatherings for high-impact team building activities and strategic alignment.
- Federal-specific training and executive enablement programs to continuously hone your enterprise skills.
- New office-space in Reston, VA as well as Washington, D.C.
- Extended winter break via the New Year Recharge in early January.
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. #remote
Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, 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:Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act
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.
For full-time positions, this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, and mental health benefits.
See All 27 Enterprise Account Director Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
Find JobsEnterprise Account Director Jobs by City in Virginia
Where Virginia roles are concentrated, by current openings.
Enterprise Account Director Job Market in Virginia
A snapshot from current Virginia openings, updated as new roles post.
Who's Hiring
Top Industries Hiring
- Technology & Software
- Artificial Intelligence
What Virginia Employers Look For
The qualifications that appear most often in enterprise account director jobs across Virginia.
- Bachelor's degree in business, marketing, or a technology-related field required by most Virginia employers
- Five or more years managing enterprise or strategic accounts in a B2B environment
- Demonstrated experience selling to federal government agencies or large Virginia commercial enterprises
- Proficiency with CRM platforms such as Salesforce to manage pipelines and forecast revenue accurately
- Strong executive-level presentation and relationship-building skills across complex buying committees
- Experience meeting or exceeding multi-million dollar annual quota targets in a competitive territory
Enterprise Account Director Jobs in Virginia: Frequently Asked Questions
How do you become a enterprise account director in Virginia?
The most direct path is earning a bachelor's degree in business, marketing, or a technology discipline and then building several years of B2B or enterprise sales experience, ideally within the federal contracting or technology sectors that dominate Northern Virginia and Richmond. Virginia does not require a state-issued license for this role, but candidates who develop familiarity with federal procurement, security clearance environments, and the large defense and IT contractors headquartered in the state move into director-level positions faster.
How much do enterprise account directors make in Virginia?
Enterprise account directors in Virginia earn a median of about $72,640 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $37,700 for the lowest 10% to over $169,610 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire enterprise account directors in Virginia?
Employers hiring enterprise account directors in Virginia right now include Amazon Web Services, MongoDB, and ServiceNow, based on current listings on Migrate Mate as of November 2026. Virginia's dense concentration of federal agencies and defense contractors in the Northern Virginia corridor means many of these employers seek directors with experience managing government or highly regulated commercial accounts.
Which Virginia cities have the most enterprise account director jobs?
Arlington, Herndon, and Richmond are the Virginia cities with the most enterprise account director openings. Northern Virginia's proximity to federal agencies and the Pentagon drives the largest share of demand, while Richmond's growing commercial and financial services sector and Reston's cluster of technology company headquarters and government IT contractors account for significant hiring in those markets.
Are there remote enterprise account director jobs in Virginia?
Yes, and more than many senior sales roles, because enterprise account directors spend much of their time in client-facing video calls, pipeline reviews, and executive briefings that translate well to remote or hybrid arrangements. About 85% of enterprise account director openings tied to Virginia are remote or hybrid as of November 2026, reflecting how broadly distributed their client bases tend to be. Roles tied to classified federal contracts or on-site executive briefing centers are most likely to require in-person presence.
How can I get hired as a enterprise account director in Virginia with little or no experience?
The most realistic entry path is moving into the role from a sales development, inside sales, or account manager position at one of Virginia's large federal IT or technology firms, then building a record of managing mid-market accounts before stepping into enterprise-level responsibility. Companies like Leidos, SAIC, and ManTech regularly hire associate account managers and business development representatives who can grow into director roles over time. Earning a Salesforce certification or a government contracting credential such as a FAC-C demonstrates initiative and gives candidates a concrete edge in Virginia's federal-facing market.
Where can I find and apply to enterprise account director jobs in Virginia?
You can find and apply to enterprise account director jobs in Virginia on Migrate Mate, which lists current Virginia openings. Find the roles that fit your experience and apply directly.
See All 27 Enterprise Account Director Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
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