Sr Sales Representative @ Employer

Company Summary

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

Business Summary

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.

Position Responsibilities

Help business owners run stronger, more profitable companies.

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.

Qualifications

• 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.

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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.

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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 [email protected], 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 [email protected] and consider reporting it to law enforcement.