Enterprise Account Executive (New York, New Jersey) Remote (USA)

Pager; New York (NY); Remote; USD 130,000 - 160,000; Full time

Job summary

An established industry player is seeking a dynamic Enterprise Growth Account Executive to join their remote team. In this role, you will leverage your extensive sales experience to manage and grow enterprise accounts, focusing on delivering exceptional customer experiences. You will be responsible for developing strategic plans, negotiating complex sales cycles, and collaborating with stakeholders to align solutions with customer needs. This position offers a flexible work environment and the opportunity to make a significant impact in a company recognized for its innovative culture and commitment to diversity. If you have a proven track record in sales and a passion for technology, this could be the perfect opportunity for you.

Benefits

Comprehensive benefits package

Company equity

Employee Stock Purchase Program

Retirement or pension plan

Generous paid vacation time

Paid holidays and sick leave

Dutonian Wellness Days

Paid parental leave

Paid volunteer time off

Mental wellness programs

Qualifications

• 8-12 years of field sales experience in software or SaaS sales.
• Experience managing enterprise accounts with $500M+ revenue.

Responsibilities

• Drive sales growth by managing a pipeline within existing accounts.
• Establish connections with customers to negotiate positive outcomes.

Skills

Sales Experience

Consultative Sales Approach

Negotiation Skills

Presentation Skills

Account Management

Time Management

Analytical Skills

Job description

Remote (USA)

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Half of the Fortune 500 and nearly 70% of the Fortune 100 trust PagerDuty as essential infrastructure.

Join us. 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.

Overview of the Role

PagerDuty is seeking an Enterprise Growth Account Executive with experience selling SaaS products to Enterprise accounts. In this role, you will report to a Regional Sales Director. We are seeking a dynamic sales champion who not only embraces technology but also knows how to excel while doing it! We're on the lookout for someone with a consultative sales approach, a proven knack for driving sales growth, and the ability to captivate a tech-savvy audience.

In this role, you will exhibit all the characteristics associated with a high performance sales culture, specifically leading and managing a pipeline of opportunities within our existing accounts to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the +$500 million in revenue space and focused on approximately 12-20 accounts. You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).

As a customer-centric organization, PagerDuty places immense value on delivering exceptional sales experiences. Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable.

Key Responsibilities:

Value Selling- Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges.

• Possess a deep understanding of the problems and focus areas of your stakeholders and effectively communicate the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership.
• Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.
• Identify long-term strategies to grow accounts by aligning with our customers' Big Problems and objectives.

Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers.

• Negotiate positive business outcomes with existing customers for PagerDuty.
• Manage and close complex, multi-product sales cycles in the +$500 million in revenue space.
• Conduct consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives.
• Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; share information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailor presentations to suit the audience's level and interests.
• Encourage positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.

Sales Execution- Ensuring that one’s own and others’ work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives.

• Planning - Map out your territory assignment, priority account targets and work with your greater support team to drive an effective territory strategy.
• Utilize historical data and market trends to provide accurate forecasts to management.
• Prospecting - Leverage our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment.
• Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.
• Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).
• Proactively engage internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts.

Basic Qualifications

• 8-12 years field sales experience, preferably in software sales / SaaS sales.
• 4-6 years of experience expanded into new areas of existing accounts.
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.
• Sold in a multi-product selling environment before.
• Travel expectations around 30%.

Preferred Qualifications

• Residing within New York, New Jersey of Boston.
• Effective time management, complex deal management, account planning, and analytical skills.
• Consistent track record of exceeding sales targets.
• Self-sufficient with the ability to work independently and collaboratively.
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales).

The base salary range for this position is 130,000 - 160,000 USD (50/50). 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.

Hesitant to apply?

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.

Where we work

PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible environment. We also provide ample opportunities for connection, like team offsites and volunteering events.

How we work

Our values 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.

What we offer

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 benefits site.

Your package may include:

- Comprehensive benefits package from day one.

- Company equity*

- ESPP (Employee Stock Purchase Program)*

- Retirement or pension plan*

- Generous paid vacation time.

- Paid holidays and sick leave.

- Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO.

- 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)*.

- 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, enabling customers to achieve operational efficiency at scale with the PagerDuty Operations Cloud. The PagerDuty Operations Cloud combines AIOps, Automation, Customer Service Operations and Incident Management with a powerful generative AI assistant to create a flexible, resilient and scalable platform to increase innovation velocity, grow revenue, reduce cost, and mitigate the risk of operational failure. Half of the Fortune 500 and nearly 70% of the Fortune 100 rely on PagerDuty as essential infrastructure for the modern enterprise.

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.

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.

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