Sr Sales Representative

Account Executive

Location:

US-Herndon-VA (Hybrid)

• Acquire new Gov Con 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

• 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

• 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

• 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

• Build relationships with CFOs, Controllers, Program Managers, and IT leaders within the Gov Con 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 Gov Con community

• 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 Gov Con operations and decision‑making

• 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 Gov Con 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%)

• 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

• AI and automation fluency applied to prospecting and sales execution
• Understanding of Gov Con 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

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

The U.S. On‑Target‑Earnings (OTE) for this position is $ - $. 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.

FT

30%

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

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.

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 or visit their website.

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.

22-Jun-2027