Enterprise Account Executive

PagerDuty seeks an Enterprise Account Executive with a proven track record of acquiring new business and driving growth within existing accounts. This dynamic role requires balancing hunting for new opportunities and nurturing relationships with current customers while selling our SaaS products to Enterprise-level organizations. Reporting to a Regional Sales Director, you will be pivotal in expanding our customer base and maximising value within existing accounts.

In this role, you will manage a diverse pipeline of opportunities from new logos and within our existing customer base, ensuring a balanced focus on acquisition and retention. Your target accounts will align with our ideal customer profile, focusing on organizations with $500 million+ in revenue. You will be responsible for approximately 12-20 key accounts, emphasizing securing new business while expanding and deepening relationships in current accounts. Your ability to navigate multi-product solutions and engage with various stakeholders across new and existing accounts will be essential to success.

At PagerDuty, we value customer-centric sales strategies and highly emphasise delivering exceptional experiences. Your mission will be to drive new sales and ensure our existing customers continue to realize the full value of our products and services.

This is more than just a sales role—it's an exciting opportunity to showcase your skills in new business acquisition and account growth, leveraging your tech savvy to influence potential and current customers. Join us at PagerDuty and help us deliver robust solutions that make an impact across both new logos and existing partnerships!

Key Responsibilities:

Value Selling:

• Highlight the unique value our products and services provide, addressing the challenges of new prospects and the evolving needs of existing customers.
• Focus on building long-term relationships by solving customer pain points with tailored solutions.
• Develop a deep understanding of customer needs to position PagerDuty as a strategic partner for new and current clients.

Sales Effectiveness:

• Establish and maintain strong, consultative relationships with new prospects and existing clients.
• Drive new business and expand existing accounts by identifying upsell and cross-sell opportunities.
• Effectively manage complex, multi-product sales cycles across new and existing accounts, focusing on delivering strategic outcomes.
• Lead high-level conversations with senior executives (VP+) to drive interest, align initiatives, and secure support for new projects.
• Present tailored solutions, building credibility and trust, and demonstrating the value of PagerDuty’s offerings.

Account Growth & Acquisition:

• Focus on acquiring new logos while nurturing and expanding relationships within existing accounts.
• Utilize a mix of inbound and outbound prospecting, including leveraging marketing, alliances, and BDR programs to identify and qualify new opportunities.
• Develop tailored strategies to penetrate target accounts and identify decision-makers, influencers, and key stakeholders.
• Collaborate with internal teams and resources to ensure effective territory and account management.

Sales Execution:

• Drive sales cycles by ensuring accurate forecasting, managing pipelines effectively, and closing deals with new and existing customers.
• Coordinate with internal teams to ensure customer needs are met and all commitments are fulfilled, contributing to long-term strategic growth.
• Document key customer interactions, including qualification, next steps, and value propositions using frameworks like MEDDICC and COM.

Planning & Strategy:

• Develop a strategic plan to map out target accounts, identify priorities, and collaborate with cross-functional teams to drive growth.
• Use historical data, market insights, and competitive intelligence to inform sales strategies and forecasts accurately.

Basic Qualifications:

• 8+ years of field sales experience, preferably in SaaS or software sales.
• 4+ years of experience managing existing accounts and expanding into new areas within those accounts.
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies
• Previous experience in a multi-product selling environment.
• Ability to travel approximately 30%.

Preferred Qualifications:

• Proven success in acquiring new business while growing existing accounts.
• Strong time management, deal management, and analytical skills.
• Consistent track record of exceeding sales targets in both acquisition and account expansion.
• Experience with MEDDIC, SPIN, Challenger Sales, and similar sales methodologies.

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.