PagerDuty
Majors Acquisition Account Executive
PagerDuty, San Francisco, California, United States, 94199
PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.PagerDuty is seeking a Majors Account Executive to join our new customer acquisition team! In this role, you will report to a Director of Enterprise Sales, and will be focused on acquiring new logo accounts in the Enterprise space. Your target accounts will fit our ideal customer profile model in the +500 million in revenue space that will include approximately 200 “best fit” accounts. These accounts have been targeted as they have a higher propensity to buy and expand with PagerDuty. Daily responsibilities include creating, developing, and managing net-new business deals with an emphasis on strategic planning, leveraging a team selling approach and engaging in proof of value / concept engagements with prospects to earn their business.Do you have a proven track record of success in a collaborative selling environment? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about a progressive sales approach, has experience selling complex solutions, and enjoys thinking strategically and creatively in order to achieve a goal. If you possess excellent time management skills, enjoy working collaboratively with other Go To Market functions (Marketing, Alliances), and have a resilient and tenacious approach to selling, we would love to talk to you!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.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.Aligning use cases with the appropriate service offering / product.Ensuring complete buyer satisfaction in all interactions.Sales Effectiveness
Establishing, overseeing and maintaining genuine connections with customers.Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success.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.Encouraging positive conversations between new or potentially new 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.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.Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDIC & COM Framework).Closing and managing land-and-expand deals with the main focus on acquiring new customers.Basic Qualifications
5-8 years field sales experience, preferably in software sales / SaaS sales.3-5 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role).Closed strategic new logo accounts in the Enterprise space (Accounts with over 1 Billion in Revenue).Sold in a multi-product selling environment before.Permanent, unrestricted work authorization in the US.Preferred Qualifications
Proven ability to quickly gain trust with senior leaders, internal and external.Highly organized with exceptional follow up skills.Thorough understanding of the back office within organizations and the challenges they face to execute on their roles.Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales).PagerDuty is a flexible, hybrid workplace. This role is expected to come into our San Francisco office 1 time per week.The base salary range for this position is 105,000 - 115,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.Not sure if you qualify?
Apply anyway! We extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds.Where we work
PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible workplace.How We Work
Our values are deeply embedded in how we operate and the people we bring on board.Champion the Customer | Put users first to design great products and experiences.Run Together | Build strong teams that amplify our impact on users.Take the Lead | Disrupt and invent to be the first choice for users.Ack + Own | Take ownership and action to deliver more efficiently to users.Bring Your Self | Bring your best self to build empathy and trust with users.What We Offer
Competitive salaryComprehensive benefits package from day oneFlexible work arrangementsCompany equityESPP (Employee Stock Purchase Program)Retirement or pension planPaid parental leave - up to 22 weeks for pregnant parent, up to 12 weeks for non-pregnant parent.Generous paid vacation timePaid holidays and sick leaveDutonian Wellness Days - scheduled company-wide paid days off in addition to PTO.HibernationDuty - an annual company paid week off when everyone at PagerDuty is asked to take a much needed break.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.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.
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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.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.Aligning use cases with the appropriate service offering / product.Ensuring complete buyer satisfaction in all interactions.Sales Effectiveness
Establishing, overseeing and maintaining genuine connections with customers.Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success.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.Encouraging positive conversations between new or potentially new 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.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.Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDIC & COM Framework).Closing and managing land-and-expand deals with the main focus on acquiring new customers.Basic Qualifications
5-8 years field sales experience, preferably in software sales / SaaS sales.3-5 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role).Closed strategic new logo accounts in the Enterprise space (Accounts with over 1 Billion in Revenue).Sold in a multi-product selling environment before.Permanent, unrestricted work authorization in the US.Preferred Qualifications
Proven ability to quickly gain trust with senior leaders, internal and external.Highly organized with exceptional follow up skills.Thorough understanding of the back office within organizations and the challenges they face to execute on their roles.Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales).PagerDuty is a flexible, hybrid workplace. This role is expected to come into our San Francisco office 1 time per week.The base salary range for this position is 105,000 - 115,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.Not sure if you qualify?
Apply anyway! We extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds.Where we work
PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible workplace.How We Work
Our values are deeply embedded in how we operate and the people we bring on board.Champion the Customer | Put users first to design great products and experiences.Run Together | Build strong teams that amplify our impact on users.Take the Lead | Disrupt and invent to be the first choice for users.Ack + Own | Take ownership and action to deliver more efficiently to users.Bring Your Self | Bring your best self to build empathy and trust with users.What We Offer
Competitive salaryComprehensive benefits package from day oneFlexible work arrangementsCompany equityESPP (Employee Stock Purchase Program)Retirement or pension planPaid parental leave - up to 22 weeks for pregnant parent, up to 12 weeks for non-pregnant parent.Generous paid vacation timePaid holidays and sick leaveDutonian Wellness Days - scheduled company-wide paid days off in addition to PTO.HibernationDuty - an annual company paid week off when everyone at PagerDuty is asked to take a much needed break.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.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.
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