Principal Analyst II Revenue Strategy & Operations, Enterprise (North America)

About this role

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.

Principal Analyst II Revenue Strategy & Operations, Enterprise (North America)

Why We Have This Role

The Revenue Strategy & Operations team ensures that our global sales/revenue organization is positioned to achieve their highest potential by optimizing revenue opportunities across the globe. We do this by leveraging data from many sources, including internal customer purchasing and usage information as well as firmographic, technographic, and intent data from 3rd party sources. We set high targets for our revenue teams and work to exceed them every quarter. Part of our success comes from having world-class business processes, systems, and tools. We love data and we love to show results in the form of more Sales success. We have impressive members on this team, and will continue to add more top talent!

Qualtrics is seeking a Field Operations partner to support our North America Enterprise Sales Teams, responsible for setting new business and renewal targets, optimizing territories to ensure the greatest opportunity for each individual rep's success, and leading other key strategic revenue-enhancing initiatives.

How You’ll Find Success

• Love working with data and learning new things

• Love helping others find solutions to problems

• Excellent problem solving, decision-making and analytical skills

• Ability to collaborate with teams across the organization while also being able to work independently and as a self-starter

• Proven ability to meet aggressive deadlines

How You’ll Grow

• Leadership Exposure: significant exposure to key leaders in the North America Enterprise organization, providing the opportunity to work closely with them as a trusted advisor. Helping you develop strong leadership and communication skills, as well as a deep understanding of the company's strategic vision.

• Strategic Thinking: The role involves collaborating with leadership to develop and implement go-to-market strategies. This strategic involvement will allow you to expand your strategic thinking and planning capabilities, which are highly valuable skills for career growth.

• GTM (Go-To-Market) Expertise: As the role involves working closely with sales & success leaders and monitoring performance metrics, it provides an ideal environment for someone looking to deepen their understanding of the GTM processes and methodologies.

Things You’ll Do

• Serve as trusted advisor to Enterprise leadership, shaping go-to-market strategy that aligns with company objectives.

• Drive forecasting rigor across all deals, with emphasis on large, multi-stakeholder deals - including multi-threading analysis and executive sponsorship visibility.

• Monitor named-account pipeline, opportunity progression, and win/loss patterns; partner with leaders to close performance gaps.

• Own annual and quarterly GTM planning - business modeling, quota setting, and named-account/strategic territory design.

• Partner with Deal Desk and Legal on negotiation strategy for large, complex opportunities.

• Drive adoption of tools, processes, and operating rhythms - including executive-level deal reviews - from front line to senior leadership.

• Build cross-functional relationships with Finance, Marketing, Enablement, and Ecosystem teams to align strategy with execution.

Key Metrics You’ll Own

• Own performance reporting and executive insights across for all revenue. Key metrics include:

• New ACV and Renewals

• Forecast accuracy

• Pipeline creation, coverage, and conversion

• Average deal size and sales cycle length

• Sales productivity

What We’re Looking For On Your Resume

• 7+ years of relevant experience in Sales, Sales Operations, Finance, or Management Consulting with a focus on the following: Forecasting, go-to-market (GTM) execution, sales compensation and incentive plan creation, and partnering with senior sales leaders

• At least 5 years of experience in the software industry and cloud platform businesses

• Salesforce.com (SFDC) reporting and analytics experience required

• Experience with Power BI or Tableau, or other data visualization tools

What You Should Know About This Team

• Supportive environment with opportunities to work both autonomously and collaboratively

• Fun, inviting, and inclusive team made up of passionate, kind, and smart people who exemplify what it means to be Customer Obsessed

• We are a group of highly driven individuals that are intelligent, organized, and dedicated.

Our Team’s Favorite Perks and Benefits

• 30 paid days off: 15 PTO days + 5 Personal Days + 10 Holiday Closures (additional PTO with tenure)

• Qualtrics Experience Program - $1800 annually for an experience of your choosing (eligible after one year)

• Wellness Reimbursement Program - $1200 annually ($300/quarter) for wellness related activities

The Qualtrics Hybrid Work Model : While this role is exempt from working in office, our hybrid work model remains elegantly

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