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Enterprise Acquisition Account Executive



Sales & Business Development
England, UK · Remote
Posted on Wednesday, May 8, 2024

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

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Overview Of The Role

PagerDuty is seeking an Enterprise Account Executive to join our new customer acquisition team! In this role, you will report to a Director of Enterprise Sales, and will be focused on acquiring new business opportunities. Your target accounts will fit our ideal customer profile model in the +500 million in revenue space that will include approximately 200 “best fit” accounts. These accounts have been targeted as they have a higher propensity to buy and expand with PagerDuty. Daily responsibilities include creating, developing, and managing net-new business deals with an emphasis on strategic planning, leveraging a team selling approach and engaging in proof of value / concept engagements with prospects to earn their business. You will partner with our BDR’s (business development team), Marketing campaign team, Alliance team, Executives and others to support your efforts and help you drive success.

Do you have a proven track record of success in a collaborative selling environment? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about a progressive sales approach, has experience selling complex solutions, and enjoys thinking strategically and creatively in order to achieve a goal. If you possess excellent time management skills, enjoy working collaboratively with other Go To Market functions (Marketing, Alliances), and have a resilient and tenacious approach to selling, we would love to talk to you!

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, emphasising the impact and solutions that address the customer's specific needs or challenges

  • Understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership
  • Aligning use cases with the appropriate service offering / product
  • Ensuring complete buyer satisfaction in all interactions

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

  • Negotiate positive business outcomes with new customers for PagerDuty
  • Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; Shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests.
  • Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision.

Sales Execution- Ensuring that one’s own and other’s 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 - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy
  • Prospecting - leveraging 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
  • Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)
  • Closing and managing land-and-expand deals with the main focus on acquiring new customers

Basic Qualifications

  • 8-12 years field sales experience, preferably in software sales / SaaS sales
  • 4-6 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role)
  • Closed strategic new logo accounts in the Enterprise space
  • Sold in a multi-product selling environment before

Preferred Qualifications:

  • Proven ability to quickly gain trust with senior leaders, internal and external
  • Highly organised with exceptional follow up skills
  • Has a thorough understanding of the back office within organisations and the challenges they face to execute on their roles
  • Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)

Not sure if you qualify?

Apply anyway! We extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds. Whether you're new to the corporate world, returning to work after a gap in employment, or simply looking to take the next step in your career path, we are excited to connect with you.

Where we work

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

How we work

Our values are deeply embedded in how we operate and the people we bring on board. You will see our values ingrained in how we support our customers, collaborate with our colleagues, develop our products and foster an inclusive and empathetic work culture.

  • 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. As a global organization, our programs are 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:

  • Competitive salary
  • Comprehensive benefits package from day one
  • Flexible work arrangements
  • 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)*
  • Generous paid vacation time
  • Paid holidays and sick leave
  • Dutonian Wellness Days - scheduled company-wide paid days off in addition to PTO
  • 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. Customers rely on the PagerDuty Operations Cloud to compress costs, accelerate productivity, win revenue, sustain seamless digital experiences, and earn customer trust. More than half of the Fortune 500 and more than two thirds of the Fortune 100 trust PagerDuty including Cisco, Cox Automotive, DoorDash, Electronic Arts, Genentech, Shopify, Zoom and more.

Led by CEO Jennifer Tejada, PagerDuty’s Board of Directors is 50% female and 62% URP representation. We strive to build a more equitable world by investing 1% each of company equity, product, and employee volunteer time.

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.

Go behind-the-scenes on our careers site and @pagerduty on Instagram.

Additional Information

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 [email protected] and we will work with you to meet your accessibility needs.

PagerDuty uses the E-Verify employment verification program.