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.
40%
|
Deltek, Inc.
Nov 09, 2026