Enterprise Account Executive - MO, IL

Pager; Chicago (IL); Remote; USD 80,000 - 150,000; Full time

Job summary

An innovative firm is seeking a dynamic Enterprise Account Executive to drive growth and acquire new business in the SaaS sector. This role is central to expanding the customer base and maximizing value within existing accounts. You'll manage a diverse pipeline, focusing on organizations with significant revenue, and leverage your tech-savvy skills to influence potential and current customers. Join a flexible, hybrid workplace that values customer-centric strategies and offers a comprehensive benefits package. This is your chance to make a real impact in a forward-thinking company dedicated to digital transformation.

Benefits

Comprehensive benefits package

Generous paid vacation time

Paid holidays and sick leave

Paid parental leave

Paid volunteer time off

Mental wellness programs

Company equity

Retirement or pension plan

HibernationDuty - annual paid week off

Qualifications

• 8+ years of field sales experience, preferably in SaaS or software sales.
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.

Responsibilities

• Drive new business and expand existing accounts by identifying upsell opportunities.
• Establish and maintain strong relationships with new prospects and existing clients.

Skills

Field Sales Experience

Account Management

SaaS Sales

Time Management

Analytical Skills

Tools

MEDDIC

SPIN Selling

Challenger Sales

Job description

Remote (USA - Chicago, IL) · Remote (USA)

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

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.
• 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.
• 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.
• 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.

What we offer

Your package may include:

• Comprehensive benefits package from day one
• 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
• 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 uses the E-Verify employment verification program.

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