Strategic Account Executive- San Francisco, CA 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><h3><strong>Overview of the Role</strong></h3> <p>PagerDuty seeks a dynamic Strategic Account Executive with a proven track record in acquiring new business and expanding existing accounts. This hybrid role is perfect for an experienced SaaS sales professional who thrives in a high-performance culture, excels at building long-term relationships, and can balance the pursuit of new logos with nurturing existing strategic accounts.</p> <p>In this role, you will report to the Regional Sales Director and drive sales growth within a select group of new and existing strategic Global 500 accounts. You will leverage a consultative sales approach to align PagerDuty's multi-product solutions with the needs of senior executives and deliver exceptional customer experiences while working to expand the footprint of PagerDuty within your assigned accounts—typically 3 to 10 accounts. </p> <p>As a customer-centric organization, PagerDuty values exceptional sales experiences. Your mission will be to secure new customers and ensure that existing accounts continue to realize maximum value from our solutions, positioning PagerDuty as a strategic partner in their operations.</p> <p>This is an exciting opportunity to leverage your sales acumen, technical expertise, and consultative selling skills to drive impact and growth across new and existing accounts.</p> <h3><strong>Key Responsibilities</strong></h3> <h4>Value Selling &amp; Strategic Account Growth:</h4> <ul> <li>Position PagerDuty’s value by emphasizing the strategic impact and business outcomes our products can deliver for both new customers and existing accounts.</li> <li>Identify and align with stakeholders' big problems and strategic goals within new and existing accounts, effectively communicating how PagerDuty can drive their success.</li> <li>Develop and execute strategic plans to grow accounts by anticipating customer needs, responding to industry trends, and staying ahead of competitive dynamics.</li> <li>Build long-term strategies for account growth, focusing on deepening relationships with existing customers while driving new business through tailored solutions.</li> </ul> <h4>Sales Effectiveness:</h4> <ul> <li>Establish and nurture genuine, consultative relationships with new prospects and existing customers to foster long-term partnerships.</li> <li>Drive complex, multi-product sales cycles that span net-new business acquisition and account expansion within the Global 500 segment.</li> <li>Conduct executive-level discussions (SVP and above) to align on strategic initiatives and garner support for new business opportunities.</li> <li>Deliver compelling, customized presentations, showcasing PagerDuty’s solutions and aligning with customer needs and interests while building credibility and trust in each interaction.</li> <li>Foster collaboration between the sales team and existing customers to ensure our solutions align with their broader strategic vision.</li> </ul> <h4>Sales Execution &amp; Relationship Management:</h4> <ul> <li>Ensure accurate forecasting, effective pipeline management, and consistent execution across new business and existing accounts.</li> <li>Engage internal resources—such as marketing, alliances, and BDR teams—proactively to support prospecting efforts and advance sales cycles in new and existing accounts.</li> <li>Follow through on commitments, ensuring that solutions are delivered and customer needs are met. This will ultimately contribute to PagerDuty’s long-term success.</li> <li>Document key sales activities, including qualification details, next steps, and value propositions using sales methodologies (e.g., MEDDICC, COM Framework).</li> </ul> <h4>Planning &amp; Prospecting:</h4> <ul> <li>Develop a territory strategy that balances the acquisition of new logos with the growth of existing accounts. Identify high-priority accounts and align resources to achieve sales targets.</li> <li>Leverage historical data and market trends to build accurate sales forecasts and inform strategic decisions.</li> <li>Utilize inbound and outbound prospecting strategies to develop new business opportunities and foster executive-level relationships, including leveraging marketing, alliances, and BDR programs.</li> </ul> <h3><strong>Basic Qualifications:</strong></h3> <ul> <li>10+ years of field sales experience with a strong software/SaaS sales background.</li> <li>6+  of experience expanding existing accounts and developing new business within enterprise accounts.</li> <li>Proven success in Strategic Account Management with Fortune 500 companies.</li> <li>Experience selling to C-level executives, with the ability to navigate complex organizational structures.</li> <li>Experience in multi-product selling environments.</li> <li>Ability to travel approximately 30%.</li> </ul> <h3><strong>Preferred Qualifications:</strong></h3> <ul> <li>Strong time management, deal management, account planning, and analytical skills.</li> <li>A consistent track record of exceeding sales targets across acquisition and account expansion.</li> <li>Proven ability to work independently and collaboratively, driving results across diverse teams.</li> <li>Familiarity with sales methodologies such as MEDDICC, SPIN, Challenger Sales, or Command of Message.</li> </ul> <p> </p> <p>The base salary range for this position is 160,000 - 185,000 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>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.</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>