Senior Account Executive, Strategic GovCon

Deltek; Herndon (VA); On-site; USD 120,000 - 260,000; Full time

Job summary

Deltek, the world’s leading government contracts software provider, seeks an experienced Senior Account Executive for GovCon to own executive relationships, drive complex enterprise deals, and modernize how customers manage projects, finances, and compliance. You’ll sell across Deltek’s enterprise portfolio to large government contractors and federal agencies across North America.

You will leverage AI-driven sales technologies, engage C-suite stakeholders, and lead with business value to deliver

Qualifications

• 5+ years of enterprise software sales experience.
• Experience selling complex SaaS, ERP, enterprise applications, or business platforms into large organizations.
• Proven track record of meeting or exceeding annual quota performance.
• Strong executive presence with the ability to engage senior decision makers and business leaders.
• Fluency with Salesforce CRM and forecast management.

Responsibilities

• Lead with business value in customer interactions, connecting Deltek’s portfolio to measurable outcomes.
• Leverage AI-enabled sales tools to sharpen productivity and accelerate pipeline velocity.
• Develop and execute strategic account plans across large government contractors, defense companies, and federal organizations.
• Identify and advance new business opportunities while expanding Deltek’s footprint within existing accounts across multiple buying centers.
• Build trusted relationships with C-suite executives, including CFOs, CIOs, COOs, and program leadership.
• Drive executive discovery focused on digital transformation, ERP modernization, M&A integration, compliance, workforce planning, and operational efficiency.
• Orchestrate cross-functional account teams spanning Solutions Engineering, Professional Services, Product Management, Customer Success, Partners, and Executive Leadership.
• Apply structured sales methodologies such as MEDDPICC to qualify opportunities, manage complex cycles, and maintain forecast accuracy in Salesforce.
• Build and sustain a healthy pipeline through account planning, executive networking, partner relationships, industry engagement, and targeted prospecting.
• Consistently achieve and exceed annual bookings and revenue targets.

Skills

Enterprise software sales

SaaS sales

Executive engagement

Strategic account planning

Forecasting in Salesforce

Stakeholder management

Negotiation

C-suite engagement

Value-based selling

MEDDPICC

Large deals

Education

Bachelor's degree or equivalent

Tools

Salesforce

Salesloft

GovWin IQ

Claude

Copilot

ChatGPT

Varicent

Job description

Help the world’s leading government contractors transform how they run their businesses.

Deltek is seeking a high-impact enterprise sales professional to drive growth across our Strategic Government Contracting (GovCon) business. This role focuses on the largest government contractors, defense primes, federal systems integrators, and aerospace and defense organizations throughout North America.

As a Senior Account Executive, Strategic GovCon, you will own executive relationships, build and advance complex sales opportunities, and help customers modernize how they manage projects, people, finances, compliance, contracts, and business operations. You will sell across Deltek’s enterprise portfolio, including ERP, project-based business solutions, planning and resource management, proposal management, quality and compliance and timekeeping.

This role is built for an experienced enterprise software seller who leads with business value, leverages AI-driven sales technologies, understands how large organizations make buying decisions, and can navigate executive-level conversations with confidence and credibility. Deltek equips its sellers with best-in-class tools including Salesforce, Salesloft, GovWin IQ, Claude, Copilot, ChatGPT, and Varicent.

Position Responsibilities

• Lead with business value in every customer interaction, connecting Deltek’s portfolio to measurable operational, financial, and compliance outcomes that matter to the customer’s business.
• Leverage AI-enabled sales tools and data-driven account intelligence to sharpen productivity, improve customer engagement, and accelerate pipeline velocity.
• Develop and execute strategic account plans across a defined portfolio of large government contractors, defense companies, and federal organizations.
• Identify and advance new business opportunities while expanding Deltek’s footprint within existing accounts across multiple buying centers and business units.
• Build trusted relationships with C-suite executives, including CFOs, CIOs, COOs, finance and contracts leaders, and program leadership, through credible, insight-driven engagement.
• Drive executive discovery focused on strategic initiatives including digital transformation, ERP modernization, M&A integration, compliance, workforce planning, and operational efficiency.
• Orchestrate cross-functional account teams spanning Solutions Engineering, Professional Services, Product Management, Customer Success, Partners, and Executive Leadership.
• Apply structured sales methodologies such as MEDDPICC or equivalent, to qualify opportunities, manage complex cycles, and maintain forecast accuracy in Salesforce.
• Build and sustain a healthy pipeline through account planning, executive networking, partner relationships, industry engagement, and targeted prospecting.
• Consistently achieve and exceed annual bookings and revenue targets.

What You Bring:

• 5+ years of successful enterprise software sales experience.
• Demonstrated success selling complex SaaS, ERP, enterprise applications, professional services, or business platforms into large organizations.
• Experience managing large, strategic opportunities with multiple stakeholders and six-figure to multi-million-dollar contract values.
• Proven track record of meeting or exceeding annual quota performance.
• Strong executive presence with the ability to engage senior decision makers and business leaders.
• Experience developing strategic account plans and expanding relationships across large enterprises.
• Ability to navigate complex procurement, security, legal, and executive approval processes.
• Strong understanding of value-based selling, business case development, and ROI justification.
• Fluency with Salesforce CRM and forecast management.
• Strong communication, presentation, negotiation, and stakeholder management skills.
• Bachelor's degree or equivalent business experience.

Preferred Qualifications:

• Experience selling into government contractors, aerospace and defense organizations, and/or federal agencies.
• Knowledge of ERP, project-based business systems, EVM, project controls, workforce management, compliance, planning, scheduling, or adjacent enterprise technologies.
• Familiarity with government contracting requirements including FAR, DFARS, DCAA, earned value management, project accounting, or contract management processes.