Enterprise Commercial Account Executive

Deltek; United States; À distance; USD 220 000 - 280 000; Plein temps

Avantages offerts par ce poste

Healthcare benefits

401(k) match

Paid vacation

Well-being programs

Disability coverage

Life insurance

Tuition reimbursement

Résumé du poste

Deltek, the global leader in project-based software solutions, seeks an accomplished enterprise sales professional in the United States. You will own strategic accounts, build executive relationships, and drive expansion across ERP-related modules.

You will manage complex, multi-stakeholder deals from discovery to close using MEDDPICC, leverage Salesforce and Salesloft, travel up to 50%, and contribute to a high-growth, customer-focused sales team.

Qualifications

• 5 to 10 years of experience selling enterprise technology software.
• Strong commercial acumen: understand ERP value drivers for A&E and professional services.
• Proven success closing deals in the range of $500K to $5M with multi-stakeholder cycles.
• MEDDPICC experience with forecast/inspection of deals.
• Proficiency with Salesforce and Salesloft.

Responsabilités

• Build and maintain relationships with enterprise clients in key verticals (A&E, Professional Services, IT/Management Consulting).
• Drive expansion within an assigned portfolio by identifying and winning new business, including new modules and subsidiaries.
• Lead executive-level presentations and complex deal cycles from first conversation through contract signature.
• Run discovery across finance, operations, and executives to quantify pain and business impact.
• Maintain accurate CRM, pipeline, and forecast in Salesforce; manage risk, competition, and no-decision.

Connaissances

Enterprise software sales

Account management

MEDDPICC

Salesforce

Executive engagement

Deal closing

Willingness to travel

Outils

Salesforce

Salesloft

Description du poste

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.www.deltek.com

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

Position Responsibilities

• 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.

Career InterestsSales Compensation Info

The U.S. On-Target-Earnings (OTE) for this position is $220,000.00-$280,000.00. 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

• Employees have access to healthcare benefits
• 401(k) plan and company match
• Paid vacation time and holidays
• Well-living programs
• Short-term and long-term disability coverage
• Basic life insurance
• Tuition reimbursement

Position Type FT

Travel Requirements 50%

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

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.

Deltek, Inc., utilizes the E-Verify program with every potential new hire. This makes it possible for us to make certain that every employee who works for Deltek is eligible to work in the United States. To learn more about E-Verify you can call 1-800-255-7688 or visit their website by clicking the logo below. E-Verify® is a registered trademark of the United States Department of Homeland Security.

Job Expires02-Nov-2027