Enterprise Commercial Account Executive

Enterprise Commercial Account Executive

Job Description

• Build and maintain exceptional relationships with enterprise clients in key verticals, including A&E, Professional Services, IT Consulting and Management Consulting.
• Help current customers consume our solutions and expand their footprint with new modules and capabilities, across cloud and on-premise offerings.
• Drive net new expansion within an assigned portfolio of target accounts by identifying and winning new business, including new modules, business units and subsidiaries.
• Build trusted relationships with executive stakeholders, including the C-suite, and lead customer presentations and complex deal cycles from first conversation through contract signature.
• Run discovery across finance, operations and executive stakeholders to quantify pain and business impact.
• Listen first, then present a clear value message tied to each client’s use case, including AI-driven business outcomes and operational efficiencies.
• Run a client-centric sales process using MEDDPICC, negotiating pricing, terms and contracts through to close.
• Build the business case and a mutual close plan with dated milestones and agreed decision criteria.
• Keep CRM, pipeline and forecast accurate in Salesforce, and manage risk early, including competition and no-decision.
• Work alongside Sales Development, Solution Engineering, Legal, Professional Services and Product Marketing as your extended team.
• Own territory and account planning for your assigned portfolio, prioritizing accounts using trigger events such as ownership transitions, M&A and private equity activity.
• Build relationships in person by delivering first meetings and demos onsite for key opportunities, with up to 50% travel.
• Use AI and automation to improve account research, messaging relevance and outreach efficiency.
• Achieve and exceed sales goals with a winning mentality.
• 5 to 10 years of experience selling enterprise technology software, with a focus on established customers and expansion.
• Strong commercial acumen: you understand how A&E and professional services firms make money (utilization, project profitability, backlog, cash flow) and can tie ERP value to those outcomes.
• Proven success closing $500K to $5M deals, managing complex multi-stakeholder cycles from discovery through close.
• Demonstrated ability to generate net new expansion revenue by building account plans and self-sourced pipeline across an assigned portfolio of target accounts.
• MEDDPICC experience with a track record of applying it to forecast and inspect deals.
• Proficiency with Salesforce and Salesloft.
• Executive presence with finance and C-suite buyers, backed by strong written, verbal and executive communication skills.
• A problem-solver with a growth mindset: coachable, resilient under pressure, with strong attention to detail, organization and follow-through.
• Willingness to travel up to 50%.

Preferred Qualifications

• ERP and project management solutions experience strongly preferred.
• Working knowledge of the Architecture & Engineering industry and adjacent professional services verticals; A&E selling experience strongly preferred.
• Experience with workforce management solutions (e.g., Replicon) is a plus.
• 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.

The U.S. On-Target-Earnings (OTE)

• The U.S. On-Target-Earnings (OTE) for this position is $220,000.00-$280,000.00. 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

• 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.

• Additional Information

• Deltek 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.

• Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us, 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 official company domain, never from free services like Gmail or Yahoo. We will also never ask you to pay money at any point in the hiring process. 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.

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• Why Join #TeamDeltek

• 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.

• Our employees dedicate their time and resources to many worthy causes, including Blood Cancer United and Save the Children, that foster health and well-being across the globe. Deltek also empowers employees to dedicate work hours to causes they are passionate about through our Volunteer Time Off program.

• All employees across the globe have access to programs and tools like LinkedIn Learning, professional speaking and defined development paths to truly own their careers.

• We are building a learning community where employees can work with diverse individuals, explore new ways of thinking, and expand their capabilities through our programs.

• We embrace and celebrate all of our differences—including ages, cultures, ethnicities, gender identities, sexual orientations, religious beliefs, disabilities and veteran status, as well as the life experiences and ideas of our employees—through our work and employee resource groups.

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