Majors Acquisition Account Executive, PagerDuty

• 5-8 years field sales experience, preferably in software sales / SaaS sales
• 3-5 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role)
• Closed strategic new logo accounts in the Enterprise space (Accounts with over 1 Billion in Revenue)
• Sold in a multi-product selling environment before

Desirable

• PagerDuty is seeking a Majors Acquisition Account Executive to join our new customer acquisition team
• In this role, you will report to a Director of Enterprise Sales, and will be focused on acquiring new logo accounts in the Enterprise space
• Your target accounts will fit our ideal customer profile model in the +500 million in revenue space that will include approximately 200 “best fit” accounts
• These accounts have been targeted as they have a higher propensity to buy and expand with PagerDuty
• Daily responsibilities include creating, developing, and managing net-new business deals with an emphasis on strategic planning, leveraging a team selling approach and engaging in proof of value / concept engagements with prospects to earn their business
• You will partner with our BDR’s (business development team), Marketing campaign team, Alliance team, Executives and others to support your efforts and help you drive success
• Value Selling - Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges
• Understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership
• Aligning use cases with the appropriate service offering / product
• Ensuring complete buyer satisfaction in all interactions
• Sales Effectiveness - Establishing, overseeing and maintaining genuine connections with customers
• Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success
• Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests
• Encouraging positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision
• Sales Execution - Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives
• Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy
• Prospecting - leveraging our 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
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDIC & COM Framework)
• Closing and managing land-and-expand deals with the main focus on acquiring new customers