Mid Market Acquisition Account Executive, PagerDuty

• This is an exceptional opportunity for someone who is passionate about technology, has experience selling complex solutions, and can provide consultative guidance to clients
• If you possess excellent time management skills, understanding when to prioritize closing deals and when to shift focus to pipeline development, we would love to talk to you!
• 2-4 years strong background in lead generation and prospecting
• 1-2 years field sales experience, preferably in software sales (Full Sales Cycle Selling), with a focus on new business
• 1+ year experience with common SaaS software tools:
• SFDC
• Outreach / Salesloft
• Tableau
• DemandBase / 6Sense

Desirable

• PagerDuty is seeking a Commercial Account Executive to join our diverse, customer-focused team
• In this role, you will report to a Director of Commercial Sales
• Your focus will be on acquiring new business opportunities among a group of accounts that fit our ideal customer profile and have a higher propensity to buy and expand with PagerDuty
• These accounts would sit in our commercial segment and would sit between 50-500 million in revenue
• Daily responsibilities include creating, developing, and managing net-new business deals and expanding our footprint once the account is landed
• Understanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities
• Aligning use cases with the appropriate service offering
• Quickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method
• Develops a proactive point of view on solutions based on customer's biggest pain points
• Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision
• Ensuring complete customer satisfaction in all interactions
• Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)
• Closing and managing land-and-expand deals with the main focus on acquiring new customers
• Prioritizing opportunities and allocating appropriate resources