Majors Account Executive

Summary

Join PagerDuty's new customer acquisition team as a Majors Acquisition Account Executive! Reporting to the Director of Enterprise Sales, you will focus on acquiring new enterprise-level accounts with over $500 million in revenue. Responsibilities include developing and managing new business deals, leveraging a team-selling approach, and engaging in proof-of-value engagements. Success requires a proven track record in collaborative sales, experience selling complex solutions, and strong time management and communication skills. The role involves partnering with various teams, including BDRs, Marketing, and Alliances. This is a hybrid role with a requirement to come into the San Francisco office once a week.

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. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges
• 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 Sales)

Benefits

• Bonus
• Commission
• Equity
• 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