Job description

Help the world’s leading government contractors transform how they run their businesses. Deltek is seeking a high-impact enterprise sales professional to drive growth across our Strategic Government Contracting (GovCon) 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 GovCon, 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, GovWin IQ, Claude, Copilot, ChatGPT, and Varicent. 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. 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. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.www.deltek.com 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. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers. What You Bring: • 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. The U.S. On-Target-Earnings (OTE) for this position is $250,000-$350,000. 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. 50% 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 1-800-255-7688 or visit their website by clicking the logo below. E-Verify® is a registered trademark of the United States Department of Homeland Security. 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 Candidate Privacy Notice Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process. Important: Protect Yourself from Recruitment Scams Bad actors or scammers may try to impersonate Deltek and send fake job offers to people. Messages from Deltek about employment opportunities will be from an @deltek.com account or Enterprise@trm.brassring.com, never from free services like Gmail or Yahoo. Please look carefully at the email address that provides any job offer, as some fake accounts are created to look like a legitimate domain name or email address. We will also never ask you to pay money at any point in the hiring process, whether for training, equipment, background checks, or anything else. If you receive a suspicious offer claiming to be from Deltek, do not share personal or financial information. Report any suspicious communication to Secure@deltek.com and consider reporting it to law enforcement.

Requirements

Must-haves

Help the world’s leading government contractors transform how they run their businesses.
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.
What You Bring: • 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.

Nice-to-haves

Preferred Qualifications: • Experience selling into government contractors, aerospace and defense organizations, and/or federal agencies.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: deltek
Effort: medium

Benefits

Benefits detected in the listing.

401(K)