Majors Acquisition Account Executive (East)
Company: PagerDuty
Location: Indianapolis
Posted on: April 24, 2024
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Job Description:
PagerDuty empowers teams of all kinds to do the critical work
that moves business forward through the PagerDuty Operations
Cloud.
Visit our careers site (https://careers.pagerduty.com/home) to
explore life at PagerDuty, discover opportunities, and sign-up for
job alerts!
PagerDuty is seeking a Majors 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.
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, 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
Permanent, unrestricted work authorization in the US, and based in
Eastern time zone
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.
Our base salary ranges are determined by role, level, and location.
The range, which is subject to change based on primary work
location, reflects the minimum and maximum base salary we expect to
pay newly hired employees for the position. Within the range, we
determine pay for an individual based on a number of factors
including market location, job-related knowledge,
skills/competencies and experience.
Your recruiter can share more about the specific offerings for this
role, as well as the salary range for your primary work location
during the hiring process.
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.
Your package may include:
Competitive salary and company equity
Comprehensive benefits package from day one
Flexible work arrangements
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
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 @pagerduty
(https://www.instagram.com/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
accommodation@pagerduty.com and we will work with you to meet your
accessibility needs.
PagerDuty uses the E-Verify employment verification program.
Keywords: PagerDuty, Indianapolis , Majors Acquisition Account Executive (East), Other , Indianapolis, Indiana
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