Commercial Account Executive

PagerDuty•San Francisco, CA

13h•Hybrid

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 a Commercial Account Executive to join our diverse, customer-focused team! In this role, you will report to a Director of Commercial Sales. Your focus will be on acquiring new business opportunities among a group of accounts that fit our ideal customer profile and have a higher propensity to buy and expand with PagerDuty. These accounts would sit in our commercial segment and would sit between 50-500 million in revenue. Daily responsibilities include creating, developing, and managing net-new business deals and expanding our footprint once the account is landed. Do you have a proven track record of success working with new logo accounts? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about technology, has experience selling complex solutions, and can provide consultative guidance to clients. If you possess excellent time management skills, understanding when to prioritize closing deals and when to shift focus to pipeline development, we would love to talk to you!

Requirements

3+ years strong background in lead generation and prospecting
2+ years of previous experience successfully closing net-new customer deals
Experience with common SaaS software tools (SFDC, Outreach/Salesloft, Tableau, DemandBase, 6Sense)

Nice To Haves

Proven ability to quickly gain trust with senior leaders, internal and external
Highly organized with exceptional follow up skills
Passion for cloud technologies

Responsibilities

Understand the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities
Align use cases with the appropriate service offering
Quickly adapt to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method
Develop a proactive point of view on solutions based on customer's biggest pain points
Encourage positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision.
Ensure complete customer satisfaction in all interactions
Call and email executives at senior levels across various lines of business using scaled techniques and tools
Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)
Close and manage land-and-expand deals with the main focus on acquiring new customers
Prioritize opportunities and allocating appropriate resources

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