Majors Account Executive

Summary

Join PagerDuty as a Majors Growth Account Executive and be a key player in expanding our presence within enterprise accounts. You will focus on driving sales growth within existing accounts generating over $500 million in revenue. This role demands a consultative sales approach, strong presentation skills, and the ability to build relationships with senior-level executives. You will be responsible for managing complex sales cycles, developing strategic account plans, and leveraging internal resources to achieve sales targets. This is a high-impact role offering significant opportunities for professional growth and advancement within a dynamic and supportive sales environment. PagerDuty offers a flexible hybrid workplace and a comprehensive benefits package.

Requirements

• 5-8 years field sales experience, preferably in software sales / SaaS sales
• 3-5 years of experience expanding into new areas of existing accounts
• Enterprise or Commercial Account Management experience with $500M+, Fortune 500 and Global 2000 companies
• Experience selling 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. 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 the 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

• 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

• The base salary range for this position is 105,000 - 125,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits
• PagerDuty is a flexible, hybrid workplace
• 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