Sr. Sales Representative, Mid-Market Net New Sales

The Sr. Account Executive roles leads new logo acquisition within an assigned territory across the mid-market of the A&E industry. This individual contributor role owns the opportunity strategy from first conversation to close, managing evaluations that balance disciplined pipeline execution with complex, multi-stakeholder deals. 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 Net New Mid-Market Sales Manager, this role is expected to multi-thread and advance opportunities with rigor while building strong in-person relationships with clients and prospects.

Key Responsibilities

• Own net-new revenue and pipeline targets across an assigned A&E territory.

• Build pipeline through outbound prospecting, referrals, events, partners, and inbound demand.

• Run a territory plan grounded in account prioritization and trigger events, including ownership transitions, M&A, and private equity activity.

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

• Champion a relationship-selling approach by delivering initial meetings and first demos in-person for all opportunities to build trust and advance strategic deals. Up to 50% 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 Sales Development, Solution Engineering, Services, Deal Desk, Product, and leadership to tailor opportunity strategies to each prospect's priorities.

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

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

Required Qualifications

• 3+ years of quota-carrying sales experience in SaaS or enterprise technology sales.

• Proven track record of net-new logo acquisition and pipeline creation.

• Experience managing complex, multi-stakeholder deals from discovery through close.

• 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, prospects, and internal stakeholders (up to 50% within the U.S.), including in-person initial meetings and first demos for all opportunities.

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.

• Working knowledge of how private equity, M&A, and ownership transitions drive technology decisions.

• 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 owning new-logo growth within a vertical that drives real-world results. Enjoy the autonomy to run your territory, 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.