Enterprise Account Executive - San Francisco

PagerDuty • San Francisco, CA

133d • $130,000 - $160,000

About The Position

PagerDuty is seeking an Enterprise Growth 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 +$500 million in revenue space and focused on approximately 12-20 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). 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!

Requirements

• 8-12 years field sales experience, preferably in software sales / SaaS sales.
• 4-6 years of experience expanded into new areas of existing accounts.
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.
• Sold in a multi-product selling environment before.
• Travel expectations around 30%.

Nice To Haves

• Effective time management, complex deal management, account planning, and analytical skills.
• Consistent track record of exceeding sales targets.
• Self-sufficient with the ability to work independently and collaboratively.
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales).

Responsibilities

• Value Selling- Focus on highlighting the unique PD value and benefit our products and services can provide to a customer.
• 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 +$500 million in revenue 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.
• 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.
• 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.

Benefits

• Competitive salary.
• Comprehensive benefits package from day one.
• 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.
• 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
• Number of Employees: 1,001-5,000 employees