Note: The job is a remote job and is open to candidates in USA. Deltek delivers software and information solutions for project-based businesses, and its Global Sales team helps customers achieve their goals. The Account Executive will acquire new GovCon customers, manage the full sales cycle, build pipeline, and align solutions with customer outcomes. The role also involves territory planning, executive relationship building, disciplined forecasting, and using AI and automation in prospecting and sales execution.
Responsibilities
- Acquire new GovCon customers across an assigned territory
- Build and convert pipeline through consistent outbound prospecting and effective use of inbound demand
- Own the full sales cycle from initial engagement through close
- Run structured discovery across business, technical, and operational stakeholders
- Uncover pain across project lifecycle areas: compliance, financial management, project delivery, and audit readiness
- Align solutions to real customer outcomes—not features
- Apply MEDDPICC (or equivalent) to qualify, advance, and forecast opportunities
- Drive clear deal progression with defined next steps, timelines, and stakeholder alignment
- Maintain strong pipeline hygiene and forecast accuracy
- Build and execute a territory plan grounded in account prioritization, trigger events, and whitespace analysis
- Leverage data, tools, and insights to focus on highest-value opportunities
- Partner effectively across SDR, marketing, partners, and field resources
- Build relationships with CFOs, Controllers, Program Managers, and IT leaders within the GovCon ecosystem
- Meet customers where they are, both virtually and in person, through onsite meetings, industry events, and trade shows
- Establish a strong external network within the midsized GovCon community
- Use AI and automation to improve research quality, messaging relevance, and outreach efficiency
- Continuously evolve your approach to prospecting through emerging tools and technologies
- Speak credibly to how AI and automation are shaping GovCon operations and decision-making
Skills
- 5+ years of quota-carrying experience in SaaS or enterprise technology sales
- Proven track record of net-new logo acquisition and outbound pipeline creation
- Experience selling into GovCon or other regulated, project-based industries
- Strong command of a structured sales methodology (MEDDPICC preferred)
- Ability to manage complex, multi-stakeholder deals from discovery through close
- Willingness to travel within the U.S. (~25–30%)
- Customer-first mindset with a consultative, problem-solving approach
- Natural curiosity and strong business acumen
- Consistent, self-driven, and accountable to outcomes
- Skilled relationship builder with executive presence
- AI and automation fluency applied to prospecting and sales execution
- Understanding of GovCon requirements (DCAA, FAR, CMMC/CUI, project accounting)
- Experience with ERP, PSA, financial, or compliance-focused solutions
- Track record selling into organizations with 100–999 employees
Benefits
- Certain roles are eligible for additional rewards, including incentive compensation and equity.
- Employees have access to healthcare benefits.
- Employees have access to a 401(k) plan and company match.
- Employees have access to paid vacation time and holidays.
- Employees have access to well-living programs.
- Employees have access to short-term and long-term disability coverage.
- Employees have access to basic life insurance.
- Employees have access to tuition reimbursement.
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