Sales Executive

Position Responsibilities :

About the Role

We are seeking a high-energy, results-driven Sales Representative to drive net-new business acquisition for Deltek Ajera and Deltek Vantagepoint solutions across the North American small business segment. This role focuses on companies with fewer than 25 employees, targeting architecture, engineering, consulting, and professional services firms.

The ideal candidate will have strong North American telesales experience, exceptional English communication skills, and the ability to manage the complete sales cyclefrom demand generation and qualification through product positioning, pipeline management, and deal closure.

This is a quota-carrying role with an annual revenue target of approximately USD 240K, combining software license and services revenue.

Revenue Responsibility

• Annual Quota: Approx. USD 240K
• Revenue Mix:
• 70% License Revenue
• 30% Services Revenue
• Focus:
• Net-New Customer Acquisition
• Small Business Segment (25 Employees)
• North America Region

Key Responsibilities

Sales & Business Development

• Generate and Manage, qualify net-new business opportunities for Deltek Ajera and Vantagepoint solutions.
• Execute outbound prospecting campaigns through calls, emails, LinkedIn outreach, webinars, and digital engagement.
• Manage Inbound Leads/Ops being granted through SDR/BDR/Marketing channels
• Build and manage a healthy pipeline aligned with quarterly and annual targets.
• Conduct discovery calls to understand customer pain points, operational challenges, and ERP/PSA requirements.
• Position Deltek solutions effectively to SMB decision-makers and business owners.
• Manage the complete sales cycle from lead generation through negotiation and closure.
• Coordinate with pre-sales, consulting, marketing, and implementation teams to support customer acquisition.

Demand Generation & AI-Driven Sales Execution

• Leverage AI tools and platforms to improve:
• Prospect identification
• Lead scoring
• Personalized outreach
• Sales engagement
• Follow-up automation
• Forecasting and pipeline visibility
• Use AI-assisted sales methodologies to improve conversion rates and accelerate deal closures.
• Collaborate with marketing and inside sales teams on campaign execution and lead nurturing activities.

CRM & Reporting

• Maintain accurate pipelines, forecasts, and opportunity updates in CRM systems.
• Track KPIs related to outreach, conversion, pipeline velocity, and bookings.
• Deliver weekly and monthly sales performance reports

Qualifications :

Required Qualifications

Mandatory Skills & Experience

• A graduate degree is mandatory.
• Excellent English communication skills (both verbal and written).
• Experience selling to SMB customers in North America.
• Proven North American tele sales or inside sales experience.
• Experience in quota-carrying B2B software sales roles.
• Strong consultative selling and objection-handling skills.
• Experience managing the full sales cycle independently.
• AI Literacy with practical usage in:
• Demand generation
• Prospecting
• Pipeline management
• Sales closure processes
• Ability to work North American shift hours from India.
• Strong organizational, presentation, and negotiation skills.