Account Executive, PagerDuty

• 5-8 years of software sales / SaaS sales experience acquiring new accounts and expanding into new areas of existing accounts, preferably in software sales / SaaS sales
• 3+ years Account Management experience with Public Sector customers
• Experience selling in a multi-product selling environment before
• Travel expectations around 30%

Desirable

• PagerDuty is seeking an experienced Public Sector Account Executive - focusing on Central Government with experience selling SaaS solutions. 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 across both acquisition accounts and within our existing accounts to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the Public Sector space. 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!
• 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 government stakeholders and effectively communicating the strategic business outcomes we can align to while meeting the technical wins to 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 land and 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 Public Sector space
• Build Conducts consistent and effective relationships conversations with senior-level executives and relevant g(VP+) to garner interest and support for new initiatives to help support key business objectives
• 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