Sales Representative, Customer Sales

Sales Representative, Customer Sales

Job Description The Account Executive, Customer Sales leads expansion, upsell, and cross-sell growth within Deltek’s existing customer base across the mid-market A&E industry, with a primary focus on Vantagepoint and support for other Deltek products, including ground to cloud conversions. This individual contributor role owns the opportunity strategy from first conversation to close, managing a high-volume motion of roughly 100+ transactions a year while maintaining disciplined pipeline execution across a broad book of accounts. 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 Sr. Sales Director, this role is expected to multi-thread and advance opportunities with rigor while building strong in-person relationships with existing clients.

Key Responsibilities

• Own expansion, upsell, and cross-sell revenue and pipeline targets across an assigned book of existing customer accounts.

• Identify and prioritize ground to cloud conversion opportunities, along with other upgrade and expansion paths, across the account base.

• Build pipeline through proactive account outreach, renewal touchpoints, customer success referrals, and inbound demand.

• Run a book of business plan grounded in account health, usage trends, and expansion triggers, including growth, reorganization, and new stakeholder entry.

• Run discovery across finance, operations, and executive stakeholders to quantify pain and business impact.

• Champion a relationship-selling approach by delivering key meetings and demos in-person where it matters most to build trust and advance strategic deals. Up to 40% 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 Customer Success, Solution Engineering, Services, Deal Desk, Product, and leadership to tailor opportunity strategies to each customer’s priorities.

• Use AI and automation to improve research quality, messaging relevance, and outreach efficiency.

• Champion a learning culture; stay current on product capabilities, competitive positioning, and customer challenges, and actively share insights across the organization.

• Required Qualifications

• Proven track record of driving expansion, upsell, or cross-sell revenue within an existing customer base.

• Experience managing a high volume of concurrent opportunities with speed and discipline.

• 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 and internal stakeholders (up to 40% within the U.S.).

• 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.

• Experience driving cloud migration or platform conversion sales motions.

• 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 growing revenue within a loyal customer base in a vertical that drives real-world results. Enjoy the autonomy to manage your book of business, 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.

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• 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.

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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.

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