Enterprise Commercial Account Executive

About the role

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.

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.

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.

Requirements

• 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.

Pay

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

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

Schedule

Up to 50% travel required.