Majors Account Executive

Summary

Join PagerDuty as a Majors Account Executive and contribute to the growth of a leading digital operations management company. This hybrid role involves managing a portfolio of 30-50 accounts, focusing on both expanding existing relationships and acquiring new business. You will be responsible for demonstrating product value, developing strategic account plans, and engaging with senior executives. Success in this role requires strong sales experience, particularly in software/SaaS and account management within large enterprises. The position offers a competitive salary, comprehensive benefits, flexible work arrangements, and opportunities for professional growth within a dynamic and supportive environment.

Requirements

• 5+ years of field sales experience, with a focus on software/SaaS sales
• 3+ years of experience in expanding relationships within existing accounts and acquiring new business
• Commercial or Enterprise Account Management experience with $500M+, Global 2000 companies
• Proven track record in selling across multiple products or services

Responsibilities

• Value Selling: Demonstrate the unique value of PagerDuty's products and services to new and existing customers
• Account Expansion & Acquisition: Balance time between growing existing accounts and prospecting for new business; identify new revenue opportunities within current accounts and develop strategies to win new accounts
• Strategic Account Development: Develop and execute strategic plans to expand accounts and identify new high-potential opportunities; stay aligned with customer objectives and business needs
• Sales Effectiveness: Establish and maintain strong relationships with clients; negotiate positive outcomes, ensuring mutual success
• Executive Engagement: Conduct high-level conversations with senior executives to uncover strategic needs and align solutions to their business challenges
• Sales Execution: Ensure thorough and accurate pipeline management; prepare for meetings and presentations; follow up on commitments and agreements
• Prospecting & New Business Development: Utilize marketing, alliances, and BDR programs to uncover new logo opportunities; qualify prospects and develop strategies to win new business
• Planning & Forecasting: Map out territory and account strategies; develop an effective sales approach; provide accurate and actionable forecasts
• Cross-functional Collaboration: Engage internal resources to drive deals forward; ensure a seamless customer experience

Preferred Qualifications

• Experience supporting customers in the Northeast US and Southern Ontario
• Strong time management, complex deal management, account planning, and analytical skills
• Consistent history of exceeding sales targets and driving revenue growth
• Self-starter with the ability to work independently and collaborate effectively with teams
• Experience with 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