Senior Account Executive, Strategic GovCon

Senior Account Executive, Strategic Gov Con | Deltek, Inc

Deltek is seeking a high-impact enterprise sales professional to drive growth across our Strategic Government Contracting (Gov Con) business. This role focuses on the largest government contractors, defense primes, federal systems integrators, and aerospace and defense organizations throughout North America.

As a Senior Account Executive, Strategic Gov Con, you will own executive relationships, build and advance complex sales opportunities, and help customers modernize how they manage projects, people, finances, compliance, contracts, and business operations. You will sell across Deltek's enterprise portfolio, including ERP, project-based business solutions, planning and resource management, proposal management, quality and compliance and timekeeping.

This role is built for an experienced enterprise software seller who leads with business value, leverages AI-driven sales technologies, understands how large organizations make buying decisions, and can navigate executive-level conversations with confidence and credibility. Deltek equips its sellers with best-in-class tools including Salesforce, Salesloft, Gov Win IQ, Copilot, and ChatGPT.

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.

Qualifications:

• 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.