We’re seeking a high‑impact Account Executive who thrives onnet‑new logo acquisition, consultative selling, and owning thefull sales cycle end‑to‑end. This role is ideal for a salesprofessional who enjoys working directly with small tomid‑sized construction businesses, often partnering closelywith the company owner or principal decision-maker to solvereal operational and financial challenges.
You’ll sell Deltek Maconomy and Vantagepoint purpose‑built ERP solutions for Professional Services and AEC firms, helpingcustomers modernize project accounting, improve visibility,and make better business decisions. If you’re energized byprospecting, value‑based selling, and building trusted advisorrelationships in an SMB environment — this role is for you.
In this role, you will:
- Own the full net-new sales cycle, from territoryplanning, prospecting, and self-generated pipelinethrough negotiation and close.
- Sell Deltek Maconomy and Deltek Vantagepoint toarchitecture, engineering, environmental consulting, andproject-based professional services firms.
- Build and execute a strategic territory plan focused onpriority accounts, whitespace opportunities, and high-potential A&E prospects.
- Create and develop new pipeline through outboundprospecting, account mapping, networking, referrals,events, and collaboration with Sales Development.
- Engage senior stakeholders including CFOs, COOs,CEOs, CIOs, Managing Partners, Finance Directors,Operations Leaders, and Practice Leaders.
- Run structured discovery and consultative salesconversations to uncover business challenges aroundproject profitability, resource planning, forecasting,billing, reporting, utilization, and operational control.
- Position Deltek’s value clearly against customer businesspriorities, linking Maconomy and Vantagepoint tomeasurable outcomes and ROI.
- Lead complex, multi-stakeholder sales cycles usingproven sales methodologies such as MEDDPICC,Challenger, SPIN, or Solution Selling.
- Partner with Sales Engineers, Services, ProductMarketing, Customer Success, Partners, and SalesDevelopment to deliver a strong customer buyingexperience.
- Maintain a high volume of quality new prospectmeetings to build a healthy, predictable pipeline.
- Use AI-powered sales tools and market insights toimprove account research, personalization, prospecting,and sales execution.
- Manage forecasting, pipeline hygiene, deal qualification,and activity tracking accurately in Salesforce.com.
- Represent Deltek at industry events, customermeetings, partner sessions, and networkingopportunities.
- Develop satisfied customers who can becomereferences and advocates within the A&E market.
- Consistently meet or exceed quota through disciplinedexecution, strong territory ownership, and effective dealmanagement.
- 4+ years of B2B technology sales experience, preferablyin SaaS, ERP, PSA, finance, or project-based businesssolutions.
- Proven track record of net-new logo acquisition andhunting within a defined territory.
- Experience selling complex software solutions to seniorstakeholders such as CFOs, COOs, CEOs, CIOs,Managing Partners, Finance Directors, OperationsLeaders, and Practice Leaders.
- Strong understanding of consultative, value-basedselling and the ability to connect business challenges tomeasurable outcomes.
- Experience managing complex, multi-stakeholder salescycles from prospecting through negotiation and close.
- Ability to self-generate pipeline through outboundprospecting, account mapping, networking, events,referrals, and partner collaboration.
- Familiarity with sales methodologies such asMEDDPICC, Challenger, SPIN, or Solution Selling.
- Strong commercial acumen, with the ability to articulateROI, business value, and strategic impact.
- Working knowledge of Salesforce.com or a similar CRM,with strong discipline around forecasting, pipelinehygiene, and activity tracking.
- Experience selling into A&E, engineering, consulting,professional services, or project-based organizations ishighly advantageous.
- Understanding of project-based business challengessuch as project profitability, utilization, resourceplanning, forecasting, billing, reporting, and operationalcontrol.
- Comfort using AI-powered sales tools and modernprospecting techniques to improve sales effectiveness.
- Excellent communication, presentation, negotiation,and objection-handling skills.
- Resilient, proactive, self-motivated, and comfortableworking independently in a hunter role.
- Willingness to travel for customer meetings, industryevents, partner sessions, and internal collaboration.
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.
Why Join #TeamDeltek
Grow. Collaborate. Innovate.
The work we do is important. The way we do it is just as important. Our values guide the decisions we make, how we work together, and how we help our customers succeed. That’s what makes Deltek more than a place to work — it’s a place where you can grow, make an impact, and help others do the same.
