Deltek is seeking a competitive, performance-driven Vice President with a sales-leader mindset to own the global Renewals & Growth strategy across all Deltek renewable offerings. This role drives high retention and uplift while proactively mitigating churn, and carries the enterprise-wide fiscal commitment for renewal and growth bookings against explicit NRR/GRR and expansion targets. The Vice President partners closely with the VP market leaders for GovCon and Professional Services (PS) to align strategy, forecasting, and execution against each segment’s fiscal targets, and works across Customer Success, Sales, Marketing, and Product to turn customer feedback into action and deliver results the business can count on.
Strategic Leadership
- Own the enterprise Renewal & Growth strategy and fiscal commitment — renewal, uplift, retention, and expansion bookings — with direct authority over pricing and discount approval, forecast sign-off, and headcount and org design.
- Instill a competitive, quota-driven culture that treats every renewal and churn risk as a deal to be won, not a service level to be maintained.
- Serve as a strong, trusted partner to the VP market leaders for GovCon and PS, aligning fiscal targets, forecasts, and go-to-market execution to each segment’s dynamics.
- Oversee negotiations for the largest, most strategic renewals and lead cross-functional initiatives to improve customer lifetime value, operational efficiency, and revenue performance.
Operational Excellence
- Build best-in-class renewal management, forecasting, and risk-mitigation processes that deliver predictable, accurate revenue outcomes across Salesforce, Gainsight, and CPQ.
- Apply and govern AI and automation — predictive renewal-risk scoring, automated quoting, AI-assisted contract review — to increase deal velocity and forecast accuracy.
- Define and report GRR, NRR, churn, and expansion KPIs to executive and board-level stakeholders.
- Own the customer and deal data that fuels forecasting and AI models, partnering with IT and Data to ensure quality and completeness.
Team & Talent
- Build, mentor, and scale a high-performing Renewal & Growth organization — managers and customer-facing specialists — across the full career ladder.
- Design compensation, quota, and incentive structures that reward aggressive pursuit of retention, uplift, and expansion targets.
- Foster a culture of accountability and competitive drive around commercial execution.
Cross-Functional Collaboration
- Partner with Customer Success, Sales, Marketing, and Product to align strategy and deliver customer value and growth.
- Champion customer needs, ensuring feedback from renewal and growth conversations is translated into product and process improvements.
- Represent Renewal & Growth in executive and board discussions, GTM Operations meetings, and QBRs.
- Leadership Experience: 12+ years in Sales, Customer Success, Account Management, or Renewals leadership in SaaS/enterprise software, including 5+ years leading quota-carrying commercial teams.
- Competitive, Performance-Driven Mindset: A track record as a target-driven leader who thrives on winning and treats churn mitigation as a battle to win, not a metric to track.
- Proven Track Record: Success scaling renewals/growth organizations of 50+ people globally, delivering $250M+ in annual renewal and expansion bookings in a subscription-based model.
- Commercial Expertise: Deep experience in pricing strategy, contract structuring, and negotiating complex, multi-year renewals with C-suite executives.
- AI & Data Fluency: Hands-on experience applying AI and automation to forecasting and deal workflows, with a data-driven approach to GRR/NRR/churn reporting.
- Technology Proficiency: Advanced proficiency in Salesforce, Gainsight, and CPQ platforms.
- Cross-Functional Collaboration: Skilled at partnering with market segment leaders (e.g., VP GovCon, VP PS) and cross-functional teams — Sales, Product, Customer Success, Legal, Finance — in a matrixed, high-growth environment.
- Team Building & Talent Development: History of building and scaling high-performing commercial teams through structured career-ladder frameworks and incentive design.
- Executive Communication & Presence: Exceptional communication skills with experience presenting financial and commercial performance to C-level executives.
- Travel: Ability to travel up to 30%.
Compensation
This role is structured as an OTE (on-target earnings) position — base salary plus variable compensation tied to enterprise-wide NRR/GRR and expansion attainment — benchmarked against Sales VP-level compensation rather than traditional Customer Success VP compensation.
The U.S. On-Target-Earnings (OTE) for this position is $246,679.00-$431,679.00. 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.
40%
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. [#video#https://player.vimeo.com/video/1215886051?h=5fbde2ee16{#550,300#}#/video#]
Deltek’s award winning Support Services team provides best-in-class assistance to Deltek’s customers across the world via phone, chat and email. Our team is comprised of a group of diverse, collaborative and passionate professionals who come from varying industries, backgrounds and professions. Our diversity and passion is our strength, so however you identify and whatever background you bring, we invite you to explore our team as a potential next step in your career!
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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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