Acquisition Account Executive

Summary

Join PagerDuty's new customer acquisition team as a Majors Acquisition Account Executive, responsible for acquiring new logo accounts in the Enterprise space through strategic planning and leveraging a team selling approach.

Requirements

• 5-8 years field sales experience, preferably in software sales / SaaS sales
• 3-5 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role)
• Closed strategic new logo accounts in the Enterprise space (Accounts with over 1 Billion in Revenue)
• Sold in a multi-product selling environment before

Responsibilities

• Value Selling - Focus on highlighting the unique PD value and benefit our products and services can provide to a customer
• Understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership
• Aligning use cases with the appropriate service offering / product
• Ensuring complete buyer satisfaction in all interactions
• Sales Effectiveness - Establishing, overseeing and maintaining genuine connections with customers
• Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success
• Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests
• Encouraging positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision
• Sales Execution - Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives
• Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy
• Prospecting - leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDIC & COM Framework)
• Closing and managing land-and-expand deals with the main focus on acquiring new customers

Preferred Qualifications

• Proven ability to quickly gain trust with senior leaders, internal and external
• Highly organized with exceptional follow up skills
• Thorough understanding of the back office within organizations and the challenges they face to execute on their roles
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sale

Benefits

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days - scheduled company-wide paid days off in addition to PTO
• Company equity*
• ESPP (Employee Stock Purchase Program)*
• Retirement or pension plan*
• Paid parental leave - up to 22 weeks for pregnant parent, up to 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
• HibernationDuty - an annual company paid week off when everyone at PagerDuty, with the exception of a small, coverage crew, is asked to take a much needed break to truly disconnect and recharge
• Paid volunteer time off - 20 hours per year
• Company-wide hack weeks
• Mental wellness programs