Enterprise Commercial Account Executive

Deltek; Tampa (FL); On-site; USD 120,000 - 230,000; Full time

Job summary

Deltek in Tampa, FL seeks an experienced Enterprise Software Sales professional to own a portfolio of strategic accounts. You will build relationships with C-suite stakeholders, drive expansion across modules, and lead complex deals from discovery to signature in a fast-paced field environment.

The role requires 5–10 years of enterprise software sales, MEDDPICC mastery, and proficiency with Salesforce and Salesloft.

Qualifications

• 5–10 years of experience selling enterprise technology software.
• Strong commercial acumen in services/lirms and ERP value realization.
• Proven success closing multi-stakeholder deals ([$500K to $5M]).
• Ability to generate net new expansion revenue by building account plans and pipelines.
• MEDDPICC experience with forecasting and deal inspection.

Responsibilities

• Build trusted relationships with executive stakeholders and lead complex deal cycles from discovery to close.
• Drive net new expansion within assigned portfolio and identify new modules and capabilities.
• Maintain accurate CRM, pipeline, and forecast in Salesforce; manage risk and competition.
• Collaborate with Sales Development, Solution Engineering, Legal, and Product Marketing as the extended team.
• Own territory and account planning, prioritizing accounts with trigger events and travel up to 50%.

Skills

Enterprise software sales

MEDDPICC

Executive presence

Account planning

Tools

Salesforce

Salesloft

Job description

• Build and maintain exceptional relationships with enterprise clients in key verticals, including A&E, Professional Services, IT Consulting and Management Consulting.
• Help current customers consume our solutions and expand their footprint with new modules and capabilities, across cloud and on-premise offerings.
• Drive net new expansion within an assigned portfolio of target accounts by identifying and winning new business, including new modules, business units and subsidiaries.
• Build trusted relationships with executive stakeholders, including the C-suite, and lead customer presentations and complex deal cycles from first conversation through contract signature.
• Run discovery across finance, operations and executive stakeholders to quantify pain and business impact.
• Listen first, then present a clear value message tied to each client’s use case, including AI-driven business outcomes and operational efficiencies.
• Run a client-centric sales process using MEDDPICC, negotiating pricing, terms and contracts through to close.
• Build the business case and a mutual close plan with dated milestones and agreed decision criteria.
• Keep CRM, pipeline and forecast accurate in Salesforce, and manage risk early, including competition and no-decision.
• Work alongside Sales Development, Solution Engineering, Legal, Professional Services and Product Marketing as your extended team.
• Own territory and account planning for your assigned portfolio, prioritizing accounts using trigger events such as ownership transitions, M&A and private equity activity.
• Build relationships in person by delivering first meetings and demos onsite for key opportunities, with up to 50% travel.
• Use AI and automation to improve account research, messaging relevance and outreach efficiency.
• Achieve and exceed sales goals with a winning mentality.

Qualifications :

• 5 to 10 years of experience selling enterprise technology software, with a focus on established customers and expansion.
• Strong commercial acumen: you understand how A&E and professional services firms make money (utilization, project profitability, backlog, cash flow) and can tie ERP value to those outcomes.
• Proven success closing [$500K to $5M] deals, managing complex multi-stakeholder cycles from discovery through close.
• Demonstrated ability to generate net new expansion revenue by building account plans and self-sourced pipeline across an assigned portfolio of target accounts.
• MEDDPICC experience with a track record of applying it to forecast and inspect deals.
• Proficiency with Salesforce and Salesloft.
• Executive presence with finance and C-suite buyers, backed by strong written, verbal and executive communication skills.
• A problem-solver with a growth mindset: coachable, resilient under pressure, with strong attention to detail, organization and follow-through.
• Willingness to travel up to 50%.

Preferred Qualifications

• ERP and project management solutions experience strongly preferred.
• Working knowledge of the Architecture & Engineering industry and adjacent professional services verticals; A&E selling experience strongly preferred.
• Experience with workforce management solutions (e.g., Replicon) is a plus.
• Working knowledge of how private equity, M&A and ownership transitions drive technology decisions.
• Track record of relationship-driven selling in a field-based or travel-intensive sales environment.