Enterprise Commercial Account Executive

• 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.

• 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.

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.

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