Own Net-New Growth
- Acquire new GovCon 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
Lead a Customer-First Sales Motion
- 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
Execute with Discipline
- 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
Operate as a Territory Owner
- 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
Engage the Market
- Build relationships with CFOs, Controllers, Program Managers, and IT leaders within the GovCon 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 GovCon community
Leverage AI and Modern Prospecting
- 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 GovCon operations and decision-making
Required
- 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 GovCon 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%)
Core Traits
- 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
Differentiators
- AI and automation fluency applied to prospecting and sales execution
- Understanding of GovCon 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
How You Will Be Measured
- 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 $182,000.00 – $207,000.00. 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 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.
30%
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.
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.
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We create innovative products and solutions that power our customers’ project success. Our market leadership is based on the work of our global and diverse team of innovators, creators and collaborators who have a passion for learning, growing and making a difference for Deltek Project Nation.
