Position ResponsibilitiesOwn Net-New Growth- Acquire new GovCon customers across an assigned territory
- Build and convert pipeline through consistent outbound prospecting and effective use of inbound demand
- Own the full sales cycle from initial engagement through close
Lead a Customer-First Sales Motion- Run structured discovery across business, technical, and operational stakeholders
- Uncover pain across project lifecycle areas: compliance, financial management, project delivery, and audit readiness
- Align solutions to real customer outcomes-not features
Execute with Discipline- Apply MEDDPICC (or equivalent) to qualify, advance, and forecast opportunities
- Drive clear deal progression with defined next steps, timelines, and stakeholder alignment
- Maintain strong pipeline hygiene and forecast accuracy
Operate as a Territory Owner- Build and execute a territory plan grounded in account prioritization, trigger events, and whitespace analysis
- Leverage data, tools, and insights to focus on highest-value opportunities
- Partner effectively across SDR, marketing, partners, and field resources
Engage the Market- Build relationships with CFOs, Controllers, Program Managers, and IT leaders within the GovCon ecosystem
- Meet customers where they are, both virtually and in person, through onsite meetings, industry events, and trade shows
- Establish a strong external network within the midsized GovCon community
Leverage AI and Modern Prospecting- Use AI and automation to improve research quality, messaging relevance, and outreach efficiency
- Continuously evolve your approach to prospecting through emerging tools and technologies
- Speak credibly to how AI and automation are shaping GovCon operations and decision-making
QualificationsRequired- 5+ years of quota-carrying experience in SaaS or enterprise technology sales
- Proven track record of net-new logo acquisition and outbound pipeline creation
- Experience selling into GovCon or other regulated, project-based industries
- Strong command of a structured sales methodology (MEDDPICC preferred)
- Ability to manage complex, multi-stakeholder deals from discovery through close
- Willingness to travel within the U.S. (~25-30%)
Core Traits- Customer-first mindset with a consultative, problem-solving approach
- Natural curiosity and strong business acumen
- Consistent, self-driven, and accountable to outcomes
- Skilled relationship builder with executive presence
Differentiators- AI and automation fluency applied to prospecting and sales execution
- Understanding of GovCon requirements (DCAA, FAR, CMMC/CUI, project accounting)
- Experience with ERP, PSA, financial, or compliance-focused solutions
- Track record selling into organizations with 100-999 employees
How You Will Be Measured- Net-new ACV bookings
- Pipeline creation and coverage
- Deal velocity and win rates
- Forecast accuracy
- Customer expansion
Business SummaryThe 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.
Compliance RequirementsCertain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.
Compensation InfoThe U.S. On-Target-Earnings (OTE) for this position is $182,000.00 - $207,000.00. 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 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.
