Account Executive

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
• 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
• 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

• 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

How You Will Be Measured

• Net-new ACV bookings
• Pipeline creation and coverage
• Deal velocity and win rates
• Forecast accuracy
• Customer expansion

Position Type

FT

Travel Requirements

:25–30%

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.

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