Enterprise Account Executive

Summary

Join PagerDuty as an Enterprise Account Executive and drive significant growth within our existing customer base and acquire new business. This dynamic role requires a balanced approach to hunting for new opportunities and nurturing relationships with current customers while selling our SaaS products to Enterprise-level organizations. You will manage a diverse pipeline of opportunities, focusing on organizations with $500 million+ in revenue. Success in this role hinges on your ability to navigate multi-product solutions and engage with various stakeholders. You will be responsible for approximately 12-20 key accounts, emphasizing securing new business while expanding and deepening relationships in current accounts. This is an opportunity to showcase your skills in new business acquisition and account growth, leveraging your tech savvy to influence potential and current customers. At PagerDuty, we value customer-centric sales strategies and highly emphasize delivering exceptional experiences.

Requirements

• 8+ years of field sales experience, preferably in SaaS or software sales
• 4+ years of experience managing existing accounts and expanding into new areas within those accounts
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies
• Previous experience in a multi-product selling environment
• Ability to travel approximately 30%

Responsibilities

• Highlight the unique value our products and services provide, addressing the challenges of new prospects and the evolving needs of existing customers
• Focus on building long-term relationships by solving customer pain points with tailored solutions
• Develop a deep understanding of customer needs to position PagerDuty as a strategic partner for new and current clients
• Establish and maintain strong, consultative relationships with new prospects and existing clients
• Drive new business and expand existing accounts by identifying upsell and cross-sell opportunities
• Effectively manage complex, multi-product sales cycles across new and existing accounts, focusing on delivering strategic outcomes
• Lead high-level conversations with senior executives (VP+) to drive interest, align initiatives, and secure support for new projects
• Present tailored solutions, building credibility and trust, and demonstrating the value of PagerDuty’s offerings
• Focus on acquiring new logos while nurturing and expanding relationships within existing accounts
• Utilize a mix of inbound and outbound prospecting, including leveraging marketing, alliances, and BDR programs to identify and qualify new opportunities
• Develop tailored strategies to penetrate target accounts and identify decision-makers, influencers, and key stakeholders
• Collaborate with internal teams and resources to ensure effective territory and account management
• Drive sales cycles by ensuring accurate forecasting, managing pipelines effectively, and closing deals with new and existing customers
• Coordinate with internal teams to ensure customer needs are met and all commitments are fulfilled, contributing to long-term strategic growth
• Document key customer interactions, including qualification, next steps, and value propositions using frameworks like MEDDICC and COM
• Develop a strategic plan to map out target accounts, identify priorities, and collaborate with cross-functional teams to drive growth
• Use historical data, market insights, and competitive intelligence to inform sales strategies and forecasts accurately

Preferred Qualifications

• Proven success in acquiring new business while growing existing accounts
• Strong time management, deal management, and analytical skills
• Consistent track record of exceeding sales targets in both acquisition and account expansion
• Experience with MEDDIC, SPIN, Challenger Sales, and similar sales methodologies

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