Enterprise Account Executive, West (Bay Area) at Pager

PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.

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Overview of the Role

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!

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.

1. 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.
2. Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.
3. 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.

1. Negotiate positive business outcomes with existing customers for PagerDuty.
2. Manage and close complex, multi-product sales cycles in the +$500 million in revenue space.
3. Conduct consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives.
4. Strong presentation skills verbally and visually by customizing 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.
5. 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.

1. Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy.
2. Utilize historical data and market trends to provide accurate forecasts to management.
3. 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.
4. Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.
5. Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).
6. 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

1. 8-12 years field sales experience, preferably in software sales / SaaS sales.
2. 4-6 years of experience expanded into new areas of existing accounts.
3. Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.
4. Sold in a multi-product selling environment before.
5. Travel expectations around 30%.

Preferred Qualifications

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

PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tell us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.

This role is expected to come into our San Francisco office one time per week, so you can thrive in your new role and fully embrace being a Dutonian!

The base salary range for this position is 130,000 - 160,000 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.

Apply anyway! We extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds. Whether you're new to the corporate world, returning to work after a gap in employment, or simply looking to take the next step in your career path, we are excited to connect with you.

Where we work

PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible workplace. We also provide ample opportunities for in-person and virtual connection, like team offsites and volunteering events.

How we work

Our values are deeply embedded in how we operate and the people we bring on board. You will see our values ingrained in how we support our customers, collaborate with our colleagues, develop our products and foster an inclusive and empathetic work culture.

1. Champion the Customer | Put users first to design great products and experiences.
2. Run Together | Build strong teams that amplify our impact on users.
3. Take the Lead | Disrupt and invent to be the first choice for users.
4. Ack + Own | Take ownership and action to deliver more efficiently to users.
5. Bring Your Self | Bring your best self to build empathy and trust with users.

What we offer

One way we ensure our employees are inspired to do their best is through a comprehensive total rewards approach that supports them and their loved ones. As a global organization, our programs are 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:

1. Comprehensive benefits package from day one.
2. Generous paid vacation time.
3. Paid holidays and sick leave.
4. Dutonian Wellness Days - scheduled company-wide paid days off in addition to PTO.
5. Company equity*
6. ESPP (Employee Stock Purchase Program)*
7. Retirement or pension plan*
8. Paid parental leave - up to 22 weeks for pregnant parent, up to 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
9. HibernationDuty - an annual company paid week off when everyone at PagerDuty, with the exception of a small, coverage crew, is asked to take a much needed break to truly disconnect and recharge.
10. Paid volunteer time off - 20 hours per year.
11. Mental wellness programs.

*Eligibility may vary by role, region, and tenure.

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud revolutionizes how critical work gets done, and powers the agility that drives digital transformation. Customers rely on the PagerDuty Operations Cloud to compress costs, accelerate productivity, win revenue, sustain seamless digital experiences, and earn customer trust. More than half of the Fortune 500 and more than two thirds of the Fortune 100 trust PagerDuty including Cisco, Cox Automotive, DoorDash, Electronic Arts, Genentech, Shopify, Zoom and more.

Led by CEO Jennifer Tejada, PagerDuty’s Board of Directors is 50% female and 62% URP representation. We strive to build a more equitable world by investing 1% each of company equity, product, and employee volunteer time.

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.

Additional Information

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.

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