Sr Sales Representative

Deltek, Inc.; Herndon (VA); Hybrid; USD 182,000 - 207,000; Full time

Benefits offered by this job

Healthcare benefits

401(k) plan with company match

Paid vacation time

Tuition reimbursement

Job summary

Deltek, Inc. seeks an Account Executive in Herndon, VA, focusing on acquiring new GovCon customers across an assigned territory. The ideal candidate will have 5+ years of experience in SaaS or enterprise technology sales, a strong command of a structured sales methodology, and the ability to manage complex, multi-stakeholder deals.

This role includes engaging with clients both virtually and in person, utilizing AI and modern prospecting tools to improve outreach efficiency. Compensation for this position ranges from $182,000 to $207,000 annually, with additional rewards possible.

Qualifications

• 5+ years of experience in sales roles focused on acquiring new customers.
• Proven ability to manage complex, multi-stakeholder deals from discovery through close.
• Willingness to travel within the U.S. (~25-30%).

Responsibilities

• Acquire new GovCon customers across an assigned territory.
• Run structured discovery across business, technical, and operational stakeholders.
• Apply MEDDPICC or equivalent to qualify, advance, and forecast opportunities.

Skills

Quota-carrying experience in SaaS or enterprise technology sales

Net-new logo acquisition

Structured sales methodology

Job description

Account Executive

Location: US-Herndon-VA (Hybrid)

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

Required

• 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

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.

E-Verify Statement

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.

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you ("Personal Data") to administer and evaluate your application. We are the "controller" of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this Employment Candidate Privacy Notice. Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.

Job Expires

22-Jun-2027