Enterprise Account Executive - MO, IL

PagerDuty, Inc.; Chicago (IL); Hybrid; USD 130,000 - 160,000; Full time

Job summary

Join a forward-thinking company as an Enterprise Account Executive, where you will play a crucial role in driving growth and building relationships with key accounts. This dynamic position requires a blend of new business acquisition and account management, focusing on enterprise-level organizations. You will leverage your sales expertise and customer-centric approach to deliver exceptional value and solutions. If you're passionate about technology and thrive in a flexible, hybrid workplace, this is the perfect opportunity to make a significant impact and advance your career in a respected industry leader.

Benefits

Competitive salary

Comprehensive benefits package

Flexible work arrangements

Generous paid vacation time

Paid holidays and sick leave

Paid volunteer time off

Mental wellness programs

Company equity

Employee Stock Purchase Program

Paid parental leave

Qualifications

• 8+ years of field sales experience, preferably in SaaS or software sales.
• Experience managing existing accounts and expanding into new areas.

Responsibilities

• Drive new business and expand existing accounts through consultative relationships.
• Manage complex sales cycles and present tailored solutions to clients.

Skills

Field Sales Experience

Account Management

Business Acquisition

Analytical Skills

Time Management

Tools

MEDDICC

SPIN Selling

Challenger Sales

Job description

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

Visit our careers site to explore life at PagerDuty, discover opportunities, and sign-up for job alerts!

Locations: IL, MO

Overview of the Role

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.

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 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.

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.

PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture.

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.

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.

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

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.

Your package may include:

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days - scheduled company-wide paid days off in addition to PTO
• Company equity*
• ESPP (Employee Stock Purchase Program)*
• Retirement or pension plan*
• 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)*
• 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
• Paid volunteer time off - 20 hours per year
• Company-wide hack weeks
• 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.

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 [e-mail] and we will work with you to meet your accessibility needs.

PagerDuty uses the E-Verify employment verification program.