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 involves managing a diverse pipeline of opportunities, focusing on organizations with $500 million+ in revenue. You will build strong relationships with clients, develop tailored solutions, and effectively manage complex sales cycles. Success in this position requires navigating multi-product solutions and engaging 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 a unique opportunity to showcase your skills in new business acquisition and account growth within a flexible, hybrid workplace.

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