Majors Account Executive, Southeast

Overview of the Role

PagerDuty is seeking a Majors Growth Account Executive with experience selling SaaS products to Enterprise accounts. In this role, you will report to a Regional Sales Director and we are seeking a dynamic sales champion who not only embraces technology, but also knows how to excel while doing it! We're on the lookout for someone with a consultative sales approach, a proven knack for driving sales growth, and the ability to captivate a tech-savvy audience.

In this role, you will exhibit all the characteristics associated with a high performance sales culture, specifically leading and managing a pipeline of new business expansion opportunities within our existing accounts to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the +$500 million in revenue space focused on approximately 25 accounts. You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).

As a customer-centric organization, PagerDuty places immense value on delivering exceptional sales experiences. Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable.

This isn't just a job—it's an opportunity to showcase your sales prowess, leverage your tech-savviness, and inject your vibrant personality into every interaction. Join PagerDuty and be a part of a thrilling sales adventure where you'll thrive, have fun, and make a significant impact!

Key Responsibilities:

1. Value Selling: Focus on highlighting the unique PD value and benefit our products and services can provide to a customer, emphasizing the impact and solutions that address the customer's specific needs or challenges.
2. Possess a deep understanding of the problems and focus areas of your stakeholders and effectively communicate the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership.
3. Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.
4. Identify long-term strategies to grow accounts by aligning with our customers' big problems and objectives.

Sales Effectiveness:

1. Establish, oversee, and maintain genuine connections with customers.
2. Negotiate positive business outcomes with existing customers for PagerDuty.
3. Manage and close complex, multi-product sales cycles in the +$500 million in revenue space.
4. Conduct consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives.
5. Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; share information with customers to build credibility, show integrity, and highlight the value of PagerDuty; tailor presentations to suit the audience's level and interests.
6. Encourage positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.

Sales Execution:

1. Ensure that one’s own and others' work and information are complete and accurate; prepare carefully for meetings and presentations; follow up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives.
2. Map out your territory assignment, priority account targets and work with your greater support team to drive an effective territory strategy.
3. Utilize historical data and market trends to provide accurate forecasts to management.
4. Leverage 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.
5. Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.
6. Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).
7. Proactively engage internal resources and partners at the right time and in the right manner to move the sales process forward throughout their accounts.

Basic Qualifications:

1. 5-8 years field sales experience, preferably in software sales / SaaS sales.
2. 3-5 years of experience expanding into new areas of existing accounts.
3. Enterprise or Commercial Account Management experience with $500M+, Fortune 500 and Global 2000 companies.
4. Experience selling in a multi-product selling environment.

Preferred Qualifications:

1. Effective time management, complex deal management, account planning, and analytical skills.
2. Consistent track record of exceeding sales targets.
3. Self-sufficient with the ability to work independently and collaboratively.
4. Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales).

PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.

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.

Our base salary ranges are determined by role, level, and location. The range reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies, and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible workplace. We also provide ample opportunities for in-person and virtual connection, like team offsites and volunteering events.

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud revolutionizes how critical work gets done, and powers the agility that drives digital transformation. Customers rely on the PagerDuty Operations Cloud to compress costs, accelerate productivity, win revenue, sustain seamless digital experiences, and earn customer trust.

PagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status.