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

The Sr. Account Executive roles leads new logo acquisition within an assigned territory across the mid-market of the A&E industry. This individual contributor role owns the opportunity strategy from first conversation to close, managing evaluations that balance disciplined pipeline execution with complex, multi-stakeholder deals. The ideal candidate is a problem-solver with a growth mindset, is highly coachable, and brings attention to detail, organizational skills, and unmatched follow-through. Reporting to the Net New Mid-Market Sales Manager, this role is expected to multi-thread and advance opportunities with rigor while building strong in-person relationships with clients and prospects.

Key Responsibilities

• Own net-new revenue and pipeline targets across an assigned A&E territory.
• Build pipeline through outbound prospecting, referrals, events, partners, and inbound demand.
• Run a territory plan grounded in account prioritization and trigger events, including ownership transitions, M&A, and private equity activity.
• Run discovery across finance, operations, and executive stakeholders to quantify pain and business impact.
• Champion a relationship-selling approach by delivering initial meetings and first demos in-person for all opportunities to build trust and advance strategic deals. Up to 50% travel.
• Build the business case and a mutual close plan with dated milestones and agreed decision criteria.
• Apply MEDDPICC to qualify, multi-thread, advance, and forecast every opportunity.
• Keep CRM, pipeline, and forecast accurate, and manage risk early, including competition and no-decision.
• Partner with Sales Development, Solution Engineering, Services, Deal Desk, Product, and leadership to tailor opportunity strategies to each prospect’s priorities.
• Use AI and automation to improve research quality, messaging relevance, and outreach efficiency.
• Champion a learning culture; stay current on industry trends, competitive positioning, and customer challenges, and actively share insights across the organization.

Qualifications

Required Qualifications

• 3+ years of quota-carrying sales experience in SaaS or enterprise technology sales.
• Proven track record of net-new logo acquisition and pipeline creation.
• Experience managing complex, multi-stakeholder deals from discovery through close.
• Strong command of a structured sales methodology (MEDDPICC).
• Executive presence with finance and C-suite buyers.
• A problem-solver with a growth mindset, highly coachable and eager to keep learning.
• Exceptional attention to detail, organizational skills, and follow-through.
• Willingness and ability to travel to build in-person relationships with clients, prospects, and internal stakeholders (up to 50% within the U.S.), including in-person initial meetings and first demos for all opportunities.

Preferred Qualifications

• Experience with ERP, PSA, or financial management solutions.
• Experience selling into architecture, engineering, or other project-based firms.
• Track record selling into organizations in the 75 to 999 employee range.
• Working knowledge of how private equity, M&A, and ownership transitions drive technology decisions.
• Track record of relationship-driven selling in a field-based or travel-intensive sales environment.

Why Join Deltek?

At Deltek, you will have the opportunity to make a significant impact by owning new-logo growth within a vertical that drives real-world results. Enjoy the autonomy to run your territory, build lasting client relationships, and stay close to the deals that matter. Deltek fosters a collaborative, energetic environment where innovation and continuous learning are encouraged. As a leader in leveraging AI capabilities, Deltek empowers its teams with advanced tools and insights, supporting your success and professional growth. Join a company committed to flexibility, development opportunities, and a mission-driven culture that values your contributions.

Compliance Requirements

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

EEO Statement

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.

E-Verify Statement

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.

Applicant Privacy Notice

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 [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.