About the position
PagerDuty is seeking a Commercial Account Executive to join our diverse, customer-focused team! In this role, you will report to a Director of Commercial Sales. Your focus will be on acquiring new business opportunities among a group of accounts that fit our ideal customer profile and have a higher propensity to buy and expand with PagerDuty. These accounts would sit in our commercial segment and would sit between 50-500 million in revenue. Daily responsibilities include creating, developing, and managing net-new business deals and expanding our footprint once the account is landed. Do you have a proven track record of success working with new logo accounts? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about technology, has experience selling complex solutions, and can provide consultative guidance to clients. If you possess excellent time management skills, understanding when to prioritize closing deals and when to shift focus to pipeline development, we would love to talk to you!
Responsibilities
- Value Selling - focus on highlighting the unique PD value and benefit our products and services can provide to a customer.
- Understanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities.
- Aligning use cases with the appropriate service offering.
- Quickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method.
- Sales Effectiveness - Establishing, overseeing and maintaining genuine connections with customers.
- Develops a proactive point of view on solutions based on customer's biggest pain points.
- Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision.
- Ensuring complete customer satisfaction in all interactions.
- 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.
- Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools.
- Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework).
- Closing and managing land-and-expand deals with the main focus on acquiring new customers.
- Prioritizing opportunities and allocating appropriate resources.
Requirements
- 2-4 years strong background in lead generation and prospecting.
- 1-2 years field sales experience, preferably in software sales (Full Sales Cycle Selling), with a focus on new business.
- 1+ year experience with common SaaS software tools.
- Experience with SFDC, Outreach / Salesloft, Tableau, DemandBase / 6Sense.
Nice-to-haves
- Proven ability to quickly gain trust with senior leaders, internal and external.
- Highly organized with exceptional follow up skills.
- Passion for cloud technologies.
Benefits
- Competitive salary.
- Comprehensive benefits package from day one.
- Flexible work arrangements.
- 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.
- Paid volunteer time off: 20 hours per year.
- Company-wide hack weeks.
- Mental wellness programs.
