Strategic Account Executive

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Half of the Fortune 500 and nearly 70% of the Fortune 100 trust PagerDuty as essential infrastructure. Join us. At PagerDuty, you'll tackle complex problems, collaborate with kind and ambitious people, and help build a more equitable world—all in a flexible, award-winning workplace.

Overview of the Role

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 organisation, 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!

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, emphasising 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 stakeholders and effectively communicate the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership.
• Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.
• Identify 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.
• Manage and close complex, multi-product sales cycles in the Global 2000 segment.
• Conduct consistent and effective conversations with senior-level executives (SVP+) to garner interest and support for new initiatives.
• Strong presentation skills verbally and visually by customising content and slides to an internal or external audience; share information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailor presentations to suit the audience's level and interests.
• Encourage 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 others' 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.
• Utilise 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.
• Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).
• Proactively engage 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).

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Where we work:

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in certain locations.

How we work:

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.

What we offer:

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. 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.
• Paid volunteer time off: 20 hours per year.
• Company-wide hack weeks.
• Mental wellness programs.

About PagerDuty:

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management, enabling customers to achieve operational efficiency at scale with the PagerDuty Operations Cloud. The PagerDuty Operations Cloud combines AIOps, Automation, Customer Service Operations and Incident Management with a powerful generative AI assistant to create a flexible, resilient and scalable platform to increase innovation velocity, grow revenue, reduce cost, and mitigate the risk of operational failure.

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.