Enterprise Account Executive

Summary

Join PagerDuty as an Enterprise Growth Account Executive and sell SaaS products to enterprise accounts. You will report to a Regional Sales Director and focus on expanding within existing accounts, exceeding sales targets, and managing complex sales cycles. This role requires a consultative sales approach, strong presentation skills, and the ability to build relationships with senior-level executives. You will develop strategic plans to address customer needs and leverage internal resources to drive sales growth. The ideal candidate has extensive experience in software/SaaS sales, enterprise account management, and multi-product sales environments. This is a high-impact role offering significant opportunities for professional growth and advancement.

Requirements

• 8-12 years field sales experience, preferably in software sales / SaaS sales
• 4-6 years of experience expanded into new areas of existing accounts
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies
• Sold in a multi-product selling environment before
• Travel expectations around 30%

Responsibilities

• Value Selling- Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges
• Possess a deep understanding of 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
• Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends
• Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives
• Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers
• Negotiate positive business outcomes with existing customers for PagerDuty
• Managing and closing complex, multi-product sales cycles in the +$500 million in revenue space
• Conducts consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives
• 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
• Encourages positive conversations between existing 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
• Utilize historical data and market trends to provide accurate forecasts to management
• 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
• Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)
• Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts

Preferred Qualifications

• Residing within New York, New Jersey of Boston
• Effective time management, complex deal management, account planning, and analytical skills
• Consistent track record of exceeding sales targets
• Self-sufficient with the ability to work independently and collaboratively
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales)

Benefits

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Company equity*
• ESPP (Employee Stock Purchase Program)*
• Retirement or pension plan*
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs