Enterprise Account Executive, PagerDuty

• PagerDuty seeks an Enterprise Account Executive with a proven track record of acquiring new business and driving growth within existing accounts
• 8+ years of field sales experience, preferably in SaaS or software sales
• 4+ years of experience managing existing accounts and expanding into new areas within those accounts
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies
• Previous experience in a multi-product selling environment
• Ability to travel approximately 30%

Desirable

• This dynamic role requires balancing hunting for new opportunities and nurturing relationships with current customers while selling our SaaS products to Enterprise-level organizations
• Reporting to a Regional Sales Director, you will be pivotal in expanding our customer base and maximizing value within existing accounts
• In this role, you will manage a diverse pipeline of opportunities from new logos and within our existing customer base, ensuring a balanced focus on acquisition and retention
• Your target accounts will align with our ideal customer profile, focusing on organizations with $500 million+ in revenue
• You will be responsible for approximately 12-20 key accounts, emphasizing securing new business while expanding and deepening relationships in current accounts
• Your ability to navigate multi-product solutions and engage with various stakeholders across new and existing accounts will be essential to success
• At PagerDuty, we value customer-centric sales strategies and highly emphasize delivering exceptional experiences
• Your mission will be to drive new sales and ensure our existing customers continue to realize the full value of our products and services
• This is more than just a sales role—it's an exciting opportunity to showcase your skills in new business acquisition and account growth, leveraging your tech savvy to influence potential and current customers
• You'll highlight the unique value our products and services provide, addressing the challenges of new prospects and the evolving needs of existing customers
• Focus on building long-term relationships by solving customer pain points with tailored solutions
• Develop a deep understanding of customer needs to position PagerDuty as a strategic partner for new and current clients
• Establish and maintain strong, consultative relationships with new prospects and existing clients
• Drive new business and expand existing accounts by identifying upsell and cross-sell opportunities
• Effectively manage complex, multi-product sales cycles across new and existing accounts, focusing on delivering strategic outcomes
• Lead high-level conversations with senior executives (VP+) to drive interest, align initiatives, and secure support for new projects
• Present tailored solutions, building credibility and trust, and demonstrating the value of PagerDuty’s offerings
• Focus on acquiring new logos while nurturing and expanding relationships within existing accounts
• Utilize a mix of inbound and outbound prospecting, including leveraging marketing, alliances, and BDR programs to identify and qualify new opportunities
• Develop tailored strategies to penetrate target accounts and identify decision-makers, influencers, and key stakeholders
• Collaborate with internal teams and resources to ensure effective territory and account management
• Drive sales cycles by ensuring accurate forecasting, managing pipelines effectively, and closing deals with new and existing customers
• Coordinate with internal teams to ensure customer needs are met and all commitments are fulfilled, contributing to long-term strategic growth
• Document key customer interactions, including qualification, next steps, and value propositions using frameworks like MEDDICC and COM
• Develop a strategic plan to map out target accounts, identify priorities, and collaborate with cross-functional teams to drive growth
• Use historical data, market insights, and competitive intelligence to inform sales strategies and forecasts accurately