PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.
PagerDuty is seeking a Majors Acquisition 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 logo accounts in the Enterprise space. 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.
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.
- 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.
- Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success.
- 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.
- Encouraging 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 (MEDDIC & COM Framework).
- Closing and managing land-and-expand deals with the main focus on acquiring new customers.
Basic Qualifications:
- 5-8 years field sales experience, preferably in software sales / SaaS sales.
- 3-5 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 (Accounts with over 1 Billion in Revenue).
- Sold in a multi-product selling environment before.
Preferred Qualifications:
- Proven ability to quickly gain trust with senior leaders, internal and external.
- Highly organized with exceptional follow up skills.
- Thorough understanding of the back office within organizations and the challenges they face to execute on their roles.
- Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales).
The base salary range for this position is 105,000 - 115,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
This role is expected to come into our San Francisco office 1 time per week, so you can thrive in your new role and fully embrace being a Dutonian!
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