Majors Account Executive - SLED

Pagerduty

Full-time - Mid Level

501-1,000 employees

Publishing Industries

About the position

PagerDuty is seeking a dynamic Enterprise Federal Account Executive to drive sales growth by selling SaaS products to Federal accounts. This role focuses on managing a pipeline of opportunities within existing accounts, ensuring exceptional sales experiences, and aligning the PagerDuty Operations Cloud story to various stakeholders. The ideal candidate will possess a consultative sales approach and a proven track record in a high-performance sales culture.

Responsibilities

• Focus on value selling by highlighting the unique benefits of PagerDuty products and services to customers.
• Understand stakeholder problems and communicate technical wins and strategic business outcomes effectively.
• Develop strategic plans to address customer needs based on competitor knowledge and industry trends.
• 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, building credibility and highlighting PagerDuty's value.
• Encourage positive conversations between existing customers and sales teams to align solutions with customer vision.
• Ensure accuracy and completeness of work and information, preparing thoroughly for meetings and presentations.
• Map out territory assignments and priority account targets to drive effective territory strategy.
• Utilize historical data and market trends for accurate forecasting to management.
• Leverage marketing and alliances to develop approaches for opening new logo opportunities with executive alignment.
• Document key qualification details and engage internal resources at the right time to move the sales process forward.

Requirements

• 8-12 years of field sales experience, preferably in software/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 in a multi-product selling 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
• Paid volunteer time off
• Company-wide hack weeks
• Mental wellness programs