Account Executive

Position Responsibilities

Help business owners run stronger, more profitable companies.

We’re seeking a high‑impact Account Executive who thrives on net‑new logo acquisition, consultative selling, and owning the full sales cycle end‑to‑end. This role is ideal for a sales professional who enjoys working directly with small to mid‑sized construction businesses, often partnering closely with the company owner or principal decision-maker to solve real operational and financial challenges.

You’ll sell Deltek Maconomy and Vantagepoint purpose‑built ERP solutions for Professional Services and AEC firms, helping customers modernize project accounting, improve visibility, and make better business decisions. If you’re energized by prospecting, value‑based selling, and building trusted advisor relationships in an SMB environment — this role is for you.

In this role, you will:

• Own the full net-new sales cycle, from territory planning, prospecting, and self-generated pipeline through negotiation and close.
• Sell Deltek Maconomy and Deltek Vantagepoint to architecture, engineering, environmental consulting, and project-based professional services firms.
• Build and execute a strategic territory plan focused on priority accounts, whitespace opportunities, and high-potential A&E prospects.
• Create and develop new pipeline through outbound prospecting, 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 sales conversations to uncover business challenges around project profitability, resource planning, forecasting, billing, reporting, utilization, and operational control.
• Position Deltek’s value clearly against customer business priorities, linking Maconomy and Vantagepoint to measurable outcomes and ROI.
• Lead complex, multi-stakeholder sales cycles using proven sales methodologies such as MEDDPICC, Challenger, SPIN, or Solution Selling.
• Partner with Sales Engineers, Services, Product Marketing, Customer Success, Partners, and Sales Development to deliver a strong customer buying experience.
• Maintain a high volume of quality new prospect meetings to build a healthy, predictable pipeline.
• Use AI-powered sales tools and market insights to improve 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, customer meetings, partner sessions, and networking opportunities.
• Develop satisfied customers who can become references and advocates within the A&E market.
• Consistently meet or exceed quota through disciplined execution, strong territory ownership, and effective deal management.

Qualifications

• 4+ years of B2B technology sales experience, preferably in SaaS, ERP, PSA, finance, or project-based business solutions.
• Proven track record of net-new logo acquisition and hunting within a defined territory.
• Experience selling complex software solutions to senior stakeholders such as CFOs, COOs, CEOs, CIOs, Managing Partners, Finance Directors, Operations Leaders, and Practice Leaders.
• Strong understanding of consultative, value‑based selling and the ability to connect business challenges to measurable outcomes.
• Experience managing complex, multi‑stakeholder sales cycles from prospecting through negotiation and close.
• Ability to self‑generate pipeline through outbound prospecting, account mapping, networking, events, referrals, and partner collaboration.
• Familiarity with sales methodologies such as MEDDPICC, Challenger, SPIN, or Solution Selling.
• Strong commercial acumen, with the ability to articulate ROI, business value, and strategic impact.
• Working knowledge of Salesforce.com or a similar CRM, with strong discipline around forecasting, pipeline hygiene, and activity tracking.
• Experience selling into A&E, engineering, consulting, professional services, or project‑based organizations is highly advantageous.
• Understanding of project‑based business challenges such as project profitability, utilization, resource planning, forecasting, billing, reporting, and operational control.
• Comfort using AI‑powered sales tools and modern prospecting techniques to improve sales effectiveness.
• Excellent communication, presentation, negotiation, and objection‑handling skills.
• Resilient, proactive, self‑motivated, and comfortable working independently in a hunter role.
• Willingness to travel for customer meetings, industry events, partner sessions, and internal collaboration.

Travel Requirements: 20%