Senior Account Executive, Strategic GovCon

Deltek, Inc.; Herndon (VA); On-site; USD 250,000 - 350,000; Full time

Benefits offered by this job

Healthcare benefits

401(k) plan with company match

Paid vacation and holidays

Disability insurance

Life insurance

Tuition reimbursement

Job summary

Deltek, Inc. is seeking an experienced Enterprise Software Sales professional in Herndon, VA who can connect the company portfolio to measurable outcomes for large government entities.

You will lead strategic account plans, engage executive leadership, and drive high-value opportunities across multiple buying centers. The role emphasizes value-based selling, complex procurement, and Salesforce-driven forecasting, with a track record of meeting quota and expanding enterprise relationships.

Qualifications

• 5+ years of enterprise software sales experience.
• Proven success selling complex SaaS, ERP, or enterprise platforms into large organizations.
• Experience managing large opportunities with six-figure to multi-million-dollar contracts.
• Track record of meeting or exceeding annual quota.
• Strong executive presence with senior decision-makers.
• Experience developing strategic account plans and expanding relationships across enterprises.
• Navigating procurement, security, legal, and executive approvals.
• Knowledge of value-based selling and ROI justification.
• Fluency with Salesforce CRM and forecast management.

Responsibilities

• Lead with business value in every customer interaction and connect Deltek's portfolio to measurable outcomes.
• Leverage AI-enabled tools and data-driven intelligence to sharpen productivity and accelerate pipeline velocity.
• Develop and execute strategic account plans across government contractors, defense, and federal organizations.
• Identify and advance new opportunities while expanding footprint within existing accounts.

Skills

Enterprise software sales

Executive engagement

Strategic account plans

Forecast management

Education

Bachelor's degree

Tools

Salesforce CRM

Forecast management

Job description

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.

The U.S. On-Target-Earnings (OTE) for this position is $250,000-$350,000. 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.