Strategic Account Executive - East

Strategic Growth Account Executive

PagerDuty is a global leader in digital operations management. Join us to tackle complex problems, collaborate with kind and ambitious people, and help build a more equitable world—all in a flexible, award-winning workplace.

PagerDuty is seeking a Strategic 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 professional 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 new business expansion opportunities within our existing accounts to deliver results against sales targets. Your territory will consist of strategic Global 2000 accounts and focused on approximately 6 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-savvyness, 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!

Key Responsibilities:

• 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 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.
• Negotiates positive business outcomes with existing customers for PagerDuty.
• Managing and closing complex, multi-product sales cycles for Fortune 500 accounts.
• Conducts consistent and effective conversations with the senior-level executives (SVP+) 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.

Basic Qualifications:

• 12+ years field sales experience, preferably in software sales / SaaS sales.
• 6+ years of experience expanded into new areas of existing accounts.
• Strategic Account Management experience with Fortune 500 companies.
• Experience selling to C-level executives.
• Sold in a multi-product selling environment before.
• Travel expectations around 30%.

Preferred Qualifications:

• 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).

The base salary range for this position is 160,000 - 185,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience. Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn't the right role or time - sign up for job alerts!

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We cannot employ candidates residing in: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia; Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon; United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming. Candidates must reside in an eligible location, which vary by role.

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site. Your package may include: 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 (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. Eligibility may vary by role, region, and tenure.

PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. Go behind-the-scenes on our careers site and @pagerduty on Instagram.

PagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs. PagerDuty uses the E-Verify employment verification program.