Majors Account Executive - SLED

$105,000 - $125,000/Yr

Pagerduty - Chicago, IL

Full-time - Mid Level

Chicago, IL

Publishing Industries

About the position

PagerDuty is seeking an Enterprise Federal Account Executive with a strong background in selling SaaS products to Federal accounts. This role is designed for a dynamic sales professional who excels in a consultative sales approach and is capable of driving sales growth while engaging a tech-savvy audience. The position involves managing a pipeline of opportunities within existing accounts, focusing on delivering exceptional sales experiences, and aligning PagerDuty's operations cloud story with various stakeholders in large organizations.

Responsibilities

• Focus on value selling by highlighting the unique benefits of PagerDuty's products and services to customers.
• Develop strategic plans to anticipate and address customer needs based on industry trends and competitor knowledge.
• Identify long-term strategies to grow accounts by aligning with customer objectives.
• Establish and maintain genuine connections with customers to negotiate positive business outcomes.
• Manage and close complex, multi-product sales cycles in the +$500 million revenue space.
• Conduct effective conversations with senior-level executives to garner interest and support for new initiatives.
• Customize presentations to suit the audience's level and interests, showcasing the value of PagerDuty.
• Encourage positive conversations between existing customers and sales teams to align solutions with customer vision.
• Prepare thoroughly for meetings and presentations, ensuring all information is accurate and complete.
• Map out territory assignments and priority account targets to drive effective territory strategy.
• Utilize historical data and market trends to provide accurate forecasts to management.
• Leverage marketing and alliances to develop new logo opportunities with a focus on executive alignment.
• Document key qualification details and engage internal resources to move the sales process forward.

Requirements

• 8-12 years of field sales experience, preferably in software or SaaS sales.
• 5+ years of experience expanding into new areas of existing Federal accounts.
• Enterprise Account Management experience with $500M+, Fortune 500, and Global 2000 companies.
• Experience selling in a multi-product environment.

Nice-to-haves

• Effective time management and complex deal management 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).

Benefits

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days
• Company equity
• Employee Stock Purchase Program (ESPP)
• Retirement or pension plan
• Paid parental leave
• HibernationDuty - an annual company paid week off
• Paid volunteer time off - 20 hours per year
• Company-wide hack weeks
• Mental wellness programs