Majors Account Executive, PagerDuty

• 5-8 years field sales experience, preferably in software sales / SaaS sales
• 3-5 years of experience expanded into new areas of existing accounts SLED
• Commercial or Majors Account Management experience with State, Local and Education (SLED)
• Sold in a multi-product selling environment before

Desirable

• PagerDuty is seeking a Majors State, Local and Education (SLED) Account Executive with experience selling SaaS products to Enterprise accounts
• In this role, you will report to a Regional Sales Director
• 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 opportunities within our existing accounts to deliver results against sales targets
• Your target accounts will fit our ideal customer profile model in the State, Local and Education (SLED) space and focused on approximately 50-70 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)
• 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
• Possess a deep understanding of 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
• Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends
• Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives
• Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers
• Negotiate positive business outcomes with existing customers for PagerDuty
• Managing and closing complex, multi-product sales cycles in the State, Local and Education (SLED) space
• Conducts consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives
• 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
• Encourages positive conversations between existing 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
• Utilize historical data and market trends to provide accurate forecasts to management
• 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
• Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)
• Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts