Account executive in project-based businesses

Help business owners run stronger, more profitable companies. We’re seeking a high‑impact Account Executive who thrives onnet‑new logo acquisition, consultative selling, and owning thefull sales cycle end‑to‑end. This role is ideal for a salesprofessional who enjoys working directly with small tomid‑sized construction businesses, often partnering closelywith the company owner or principal decision-maker to solvereal operational and financial challenges.

• Own the full net-new sales cycle, from territoryplanning, prospecting, and self-generated pipelinethrough negotiation and close.
• Sell Deltek Maconomy and Deltek Vantagepoint toarchitecture, engineering, environmental consulting, andproject-based professional services firms.
• Build and execute a strategic territory plan focused onpriority accounts, whitespace opportunities, and high-potential A&E prospects.
• Create and develop new pipeline through outboundprospecting, 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 salesconversations to uncover business challenges aroundproject profitability, resource planning, forecasting,billing, reporting, utilization, and operational control.
• Position Deltek’s value clearly against customer businesspriorities, linking Maconomy and Vantagepoint tomeasurable outcomes and ROI.
• Lead complex, multi-stakeholder sales cycles usingproven sales methodologies such as MEDDPICC,Challenger, SPIN, or Solution Selling.
• Partner with Sales Engineers, Services, ProductMarketing, Customer Success, Partners, and SalesDevelopment to deliver a strong customer buyingexperience.
• Maintain a high volume of quality new prospectmeetings to build a healthy, predictable pipeline.
• Use AI-powered sales tools and market insights toimprove 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, customermeetings, partner sessions, and networkingopportunities.
• Develop satisfied customers who can becomereferences and advocates within the A&E market.
• Consistently meet or exceed quota through disciplinedexecution, strong territory ownership, and effective dealmanagement.

• 4+ years of B2B technology sales experience, preferablyin SaaS, ERP, PSA, finance, or project-based businesssolutions.
• Proven track record of net-new logo acquisition andhunting within a defined territory.
• Experience selling complex software solutions to seniorstakeholders such as CFOs, COOs, CEOs, CIOs,Managing Partners, Finance Directors, OperationsLeaders, and Practice Leaders.
• Strong understanding of consultative, value-basedselling and the ability to connect business challenges tomeasurable outcomes.
• Experience managing complex, multi-stakeholder salescycles from prospecting through negotiation and close.
• Ability to self-generate pipeline through outboundprospecting, account mapping, networking, events,referrals, and partner collaboration.
• Familiarity with sales methodologies such asMEDDPICC, Challenger, SPIN, or Solution Selling.
• Strong commercial acumen, with the ability to articulateROI, business value, and strategic impact.
• Working knowledge of Salesforce.com or a similar CRM,with strong discipline around forecasting, pipelinehygiene, and activity tracking.
• Understanding of project-based business challengessuch as project profitability, utilization, resourceplanning, forecasting, billing, reporting, and operationalcontrol.
• Comfort using AI-powered sales tools and modernprospecting techniques to improve sales effectiveness.
• Excellent communication, presentation, negotiation,and objection-handling skills.
• Resilient, proactive, self-motivated, and comfortableworking independently in a hunter role.
• Willingness to travel for customer meetings, industryevents, partner sessions, and internal collaboration.
• Будет плюсом: Experience selling into A&E, engineering, consulting,professional services, or project-based organizations ishighly advantageous

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