Enterprise Account Executive - New York at PagerDuty

United States

<p>PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses.</p> <p><a href="https://careers.pagerduty.com/">Join us.</a> 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.</p><p><strong>Overview of the Role</strong></p> <p>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 maximizing value within existing accounts.</p> <p>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.</p> <p>At PagerDuty, we value customer-centric sales strategies and highly emphasize 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.</p> <p>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!</p> <p><strong>Key Responsibilities:</strong></p> <p>Value Selling:</p> <ul> <li>Highlight the unique value our products and services provide, addressing the challenges of new prospects and the evolving needs of existing customers.</li> <li>Focus on building long-term relationships by solving customer pain points with tailored solutions.</li> <li>Develop a deep understanding of customer needs to position PagerDuty as a strategic partner for new and current clients.</li> </ul> <p>Sales Effectiveness:</p> <ul> <li>Establish and maintain strong, consultative relationships with new prospects and existing clients.</li> <li>Drive new business and expand existing accounts by identifying upsell and cross-sell opportunities.</li> <li>Effectively manage complex, multi-product sales cycles across new and existing accounts, focusing on delivering strategic outcomes.</li> <li>Lead high-level conversations with senior executives (VP+) to drive interest, align initiatives, and secure support for new projects.</li> <li>Present tailored solutions, building credibility and trust, and demonstrating the value of PagerDuty’s offerings.</li> </ul> <p>Account Growth &amp; Acquisition:</p> <ul> <li>Focus on acquiring new logos while nurturing and expanding relationships within existing accounts.</li> <li>Utilize a mix of inbound and outbound prospecting, including leveraging marketing, alliances, and BDR programs to identify and qualify new opportunities.</li> <li>Develop tailored strategies to penetrate target accounts and identify decision-makers, influencers, and key stakeholders.</li> <li>Collaborate with internal teams and resources to ensure effective territory and account management.</li> </ul> <p>Sales Execution:</p> <ul> <li>Drive sales cycles by ensuring accurate forecasting, managing pipelines effectively, and closing deals with new and existing customers.</li> <li>Coordinate with internal teams to ensure customer needs are met and all commitments are fulfilled, contributing to long-term strategic growth.</li> <li>Document key customer interactions, including qualification, next steps, and value propositions using frameworks like MEDDICC and COM.</li> </ul> <p>Planning &amp; Strategy:</p> <ul> <li>Develop a strategic plan to map out target accounts, identify priorities, and collaborate with cross-functional teams to drive growth.</li> <li>Use historical data, market insights, and competitive intelligence to inform sales strategies and forecasts accurately.</li> </ul> <p><strong>Basic Qualifications:</strong></p> <ul> <li>8+ years of field sales experience, preferably in SaaS or software sales.</li> <li>4+ years of experience managing existing accounts and expanding into new areas within those accounts.</li> <li>Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies</li> <li>Previous experience in a multi-product selling environment.</li> <li>Ability to travel approximately 30%.</li> </ul> <p><strong>Preferred Qualifications:</strong></p> <ul> <li>Proven success in acquiring new business while growing existing accounts.</li> <li>Strong time management, deal management, and analytical skills.</li> <li>Consistent track record of exceeding sales targets in both acquisition and account expansion.</li> <li>Experience with MEDDIC, SPIN, Challenger Sales, and similar sales methodologies.</li> </ul> <p> </p> <p>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.</p> <p>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.</p><p><strong>Hesitant to apply?</strong></p> <p>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 <a href="https://careers.pagerduty.com/jobalerts">job alerts</a>!</p> <p><strong>Where we work</strong></p> <p>PagerDuty operates a hybrid work model with <a href="https://careers.pagerduty.com/locations">offices</a> in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we <strong>cannot</strong> employ candidates residing in:</p> <p><strong>Location restrictions: </strong><strong><br/></strong><strong>Australia:</strong> Northern Territory, Queensland, South Australia, Tasmania, Western Australia<br/><strong>Canada:</strong> Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon<br/><strong>United States:</strong> Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming<br/><em>Candidates must reside in an eligible location, which vary by role.</em></p> <p><strong>How we work</strong></p> <p><a href="https://careers.pagerduty.com/#values">Our values</a> 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.</p> <p>People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.</p> <p><strong>What we offer</strong></p> <p>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 <a href="https://careers.pagerduty.com/global-benefits">benefits site</a>.</p> <p><strong>Your package may include:</strong></p> <ul> <li>Competitive salary</li> <li>Comprehensive benefits package </li> <li>Flexible work arrangements</li> <li>Company equity*</li> <li>ESPP (Employee Stock Purchase Program)*</li> <li>Retirement or pension plan*</li> <li>Generous paid vacation time</li> <li>Paid holidays and sick leave</li> <li>Dutonian Wellness Days &amp; HibernationDuty - companywide paid days off in addition to PTO</li> <li>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)*</li> <li>Paid volunteer time off: 20 hours per year</li> <li>Company-wide hack weeks</li> <li>Mental wellness programs</li> </ul> <p>*Eligibility may vary by role, region, and tenure</p> <p><strong>About PagerDuty</strong></p> <p>PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses</p> <p>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. </p> <p>Go behind-the-scenes on our <a href="https://careers.pagerduty.com/home">careers site</a> and @pagerduty on Instagram.</p> <p><strong>Additional Information</strong></p> <p>PagerDuty 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. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's <a href="https://www.pagerduty.com/privacy-policy/">Privacy Policy</a>.</p> <p>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.</p> <p>PagerDuty uses the E-Verify employment verification program.</p>