Account Executive

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

Benefits offered by this job

Healthcare benefits

401(k) plan with company match

Paid vacation and holidays

Tuition reimbursement

Job summary

Deltek in Herndon, Virginia is seeking a Sales Executive focused on acquiring new GovCon customers. Candidates should have a strong background in SaaS or enterprise technology sales with proven success in managing complex deals.

The role involves building relationships and effective prospecting using AI tools to increase market engagement. Comprehensive benefits, including a competitive salary range of $182,000 - $207,000, are offered, along with a commitment to employee development and a diverse workplace.

Qualifications

• 5+ years of quota-carrying experience in SaaS or enterprise technology sales.
• Experience selling into GovCon or regulated, project-based industries.
• Natural curiosity and strong business acumen.

Responsibilities

• Acquire new GovCon customers and manage the full sales cycle.
• Build relationships with key decision-makers in the GovCon ecosystem.
• Use AI to enhance prospecting and engage customers effectively.

Skills

Quota-carrying experience in SaaS or enterprise technology sales

Proven track record of net-new logo acquisition

Strong command of a structured sales methodology (MEDDPICC preferred)

Ability to manage complex, multi-stakeholder deals

Willingness to travel within the U.S.

Job description

Position Responsibilities

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

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%)

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

Career Interests

Sales

Compensation Info

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.

Benefits and perks listed here may vary depending on the nature of employment with Deltek. 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.

Position Type

FT

Travel Requirements

30%

Compliance Requirements

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

EEO Statement

Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.