Account Executive - Denver

PagerDuty

9h

About The Position

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization,
PagerDuty is seeking an Account Executive (AE) to join our dynamic, customer-focused team! As an Account Executive you will be responsible for driving growth, expansion, and revenue within established customers through upsell, cross-sell, and strategic account development. This critical and senior-level, quota-allocated role builds and sustains long-term relationships with C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling. This role will successfully drive Operations Cloud conversions and multi-product adoption by applying PagerDuty's Command of Message methodology, understanding customer financial priorities and budget cycles, and crafting cost-justified proposals that demonstrate high-value outcomes.
The ideal candidate is a strategic seller who thrives in fast-paced environments, excels at executive engagement, and has a proven track record of driving multi-product growth within existing customer portfolios.

Requirements

• 8+ years of experience in enterprise B2B sales, account management, or expansion roles within SaaS or cloud software.
• Proven success managing a quota in complex, long-cycle enterprise sales.
• Demonstrated experience selling to and influencing C-level executives.
• Proficiency with Salesforce (SFDC) for pipeline management and forecasting.
• Bachelor’s degree or equivalent experience.

Nice To Haves

• Expertise applying MEDDICC and Command of the Message (COM) methodologies.
• Experience managing high-value accounts
• Track record of success with multi-product sales and solution-based selling models.
• Strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments.
• Strategic thinker with exceptional communication, negotiation, and relationship-building skills.

Responsibilities

• Expand current customers and their current spend by quota allocation; identify and execute upsell and cross-sell opportunities across PagerDuty's product portfolio
• Influence C-level leaders through weekly/monthly in-person meetings; build and maintain strategic relationships with decision-makers and economic buyers
• Develop comprehensive account plans that identify growth opportunities, competitive threats, and expansion strategies; maintain a deep understanding of customers' business priorities and budget cycles
• Drive adoption of Operations Cloud to deliver visible customer value and expand platform usage
• Apply Command of Message methodology to articulate business value; develop compelling business cases that align PagerDuty solutions to customer strategic initiatives
• Execute complex, multi-product sales motions; coordinate with Solution Consultants for technical validation and proof-of-concept engagements
• Partner with Customer Success Managers to monitor account health, identify expansion signals, and proactively address risks
• Maintain accurate forecasting in Salesforce; manage sales pipeline with disciplined qualification using MEDDICC framework
• Work closely with Solution Consultants, Customer Success, Product Management, and Renewal Managers to ensure a seamless customer experience

Benefits

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity
• ESPP (Employee Stock Purchase Program)
• Retirement or pension plan
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level