Mgr, Sales

24-Jun-2025

US Herndon, VA, US Herndon, VA-Hybrid, US Tampa, FL

10395BR

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com

Business Summary

The 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.

Position Responsibilities

Key Responsibilities:Team Leadership & Coaching

• Hire, develop, manage, and evaluate a high-performing sales team.
• Provide tailored coaching to Account Executives with a hands-on, lead-by-example approach.
• Foster a culture of accountability, collaboration, and continuous learning.

• Meet and exceed monthly, quarterly, and annual sales objectives and bookings targets.
• Forecast accurately with predictability in deal pipeline and closure timelines.
• Lead regular pipeline reviews, deal strategy sessions, and call coaching.

• Drive execution against key sales KPIs: activities, SAOs (Sales Accepted Opportunities), ASP (Average Selling Price), win rates, and pipeline conversion.
• Develop tools, scripts, and templates to improve sales effectiveness.
• Collaborate with Marketing to execute lead generation campaigns and expand the SMB customer base.

• Ensure the team provides exceptional customer experiences from initial outreach through contract execution.
• Identify trends and competitive shifts in the GovCon market to adjust sales strategies as needed.
• Leverage insights to expand the customer base and identify cross-sell or upsell opportunities within Deltek's portfolio (e.g., ERP/Project Accounting).

Qualifications

• 3+ years of consistent quota attainment or 80%+ career quota achievement in a software sales environment.
• Prior experience managing or mentoring a B2B Subscription or SaaS sales team.
• Expertise in GovWin IQ or deep familiarity with the government contracting and public sector landscape for both Fed and SLED verticals.
• Proficiency with Salesforce, SalesLoft, ZoomInfo, and LinkedIn Sales Navigator.
• Proven success in net-new prospecting and building pipeline from the ground up.
• Strong communication and executive presence.
• Experience forecasting and reporting with reliability and precision.
• Bachelor's degree in Business, Marketing, or related field preferred.

Compensation Information

The U.S. On-Target-Earnings (OTE) for this position is $170,000.00 - $252,000.00. 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.

Travel Requirements

10%

Compliance Requirements

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

EEO Statement

Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

E-Verify Statement

Deltek, Inc., utilizes the E-Verify program with every potential new hire. This makes it possible for us to make certain that every employee who works for Deltek is eligible to work in the United States. To learn more about E-Verify you can call 1-800-255-7688 or visit their website by clicking the logo below. E-Verify is a registered trademark of the United States Department of Homeland Security.

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you ("Personal Data") to administer and evaluate your application. We are the "controller" of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this Employment Candidate Privacy Notice. Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.