Account Executive

Deltek, Inc.; Herndon (VA); On-site; USD 182,000 - 207,000; Full time

Benefits offered by this job

Life insurance

Vacation time

Paid holidays

Tuition reimbursement

401(k)

Job summary

Deltek, Inc. is seeking a high-performing GovCon-focused sales professional in the United States. You will own net-new growth, prospect and close new logo opportunities, and manage the full sales cycle from discovery to close.

You will run a structured, MEDDPICC-based sales process, engage senior IT and program leadership, and travel ~25–30% to meet customers onsite and at major events. Strong pipeline discipline and data-driven strategy are essential.

Qualifications

• 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%).

Responsibilities

• Acquire new GovCon customers across an assigned territory and own the full sales cycle.
• Build and convert pipeline through outbound prospecting and inbound demand.
• Run structured discovery across business, technical, and operational stakeholders.
• Uncover pain across project lifecycle areas and align solutions to outcomes.
• Apply MEDDPICC to qualify, advance, and forecast opportunities; maintain forecast accuracy.
• Build a territory plan and partner with SDR, marketing, and field resources.
• Engage CFOs, IT leaders, and program managers through virtual and onsite meetings.

Skills

Quota carrying

GovCon sales

MEDDPICC

Multi-stakeholder deals

Travel 25-30%

Job description

life insurance, vacation time, paid holidays, tuition reimbursement, 401(k)

Oct 13, 2026

Own Net-New Growth

• 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

Lead a Customer-First Sales Motion

• 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

Execute with Discipline

• 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

Operate as a Territory Owner

• 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

Engage the Market

• 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

Leverage AI and Modern Prospecting

• 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

Required

• 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%)

Core Traits

• 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

Differentiators

• 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

How You Will Be Measured

• Net-new ACV bookings
• Pipeline creation and coverage
• Deal velocity and win rates
• Forecast accuracy
• Customer expansion

Benefits

• life insurance, vacation time, paid holidays, tuition reimbursement, 401(k)
• Employees have access to healthcare benefits, a 401(k) plan and company match, paid vacation time and holidays, well-living programs, short-term and long-term disability coverage, basic life insurance and tuition reimbursement.

The U.S. On-Target-Earnings (OTE) for this position is $182,000.00 - $207,000.00. This range is subject to change as Deltek takes a number of factors into consideration when determining individual base pay, such as location, job‑related knowledge, skills and experience. Certain roles are eligible for additional rewards, including incentive compensation and equity.