Majors Account Executive

Summary

Join PagerDuty as a Majors Account Executive and grow existing accounts while acquiring new business. This hybrid role involves expanding opportunities within high-value accounts and driving new customer acquisition. You will manage a portfolio of 30 to 50 accounts, balancing existing relationship expansion and new logo prospecting. Success hinges on aligning PagerDuty's operations cloud story with multiple stakeholders and closing new business. The role emphasizes building lasting relationships and strategic growth, showcasing sales expertise and tech skills. This is a chance to significantly impact PagerDuty's customer base diversification and growth.

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
• Focus on demonstrating the unique value our products and services bring to both new and existing customers, addressing specific needs and challenges that drive their business forward
• Account Expansion & Acquisition
• Balance your time between growing existing accounts and prospecting for new business. Identify new revenue opportunities within current accounts while developing and executing strategies to win new accounts, including crafting tailored outreach to key decision-makers
• 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 while leveraging competitive intelligence and industry trends
• Sales Effectiveness
• Establish and maintain strong, authentic relationships with both new and existing clients. Negotiate positive outcomes, ensuring mutual success with current accounts while securing new deals with prospective clients
• Executive Engagement
• Conduct high-level conversations with senior executives (VP+) to uncover strategic needs and align our solutions to their business challenges. Lead discussions around both new sales opportunities and expansions within existing accounts
• Sales Execution
• Ensure thorough and accurate pipeline management, with careful preparation for meetings and presentations. Follow up on commitments and agreements to contribute to the long-term strategic success of both the customer and PagerDuty
• Prospecting & New Business Development
• Utilize marketing, alliances, and BDR programs to uncover new logo opportunities. Proactively qualify prospects, develop strategies to win new business, and create plans to convert leads into customers
• Planning & Forecasting
• Map out territory and account strategies, working with internal resources to develop an effective sales approach. Use historical data and market insights to provide accurate and actionable forecasts
• Cross-functional Collaboration
• Engage the right internal resources at the right time, coordinating with support teams to drive deals forward across existing and new accounts. Ensure a seamless customer experience from prospecting to post-sale

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