Overview Of The Role

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! 

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 challenge

• 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

Basic Qualifications

• 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
• SFDC
• Outreach / Salesloft
• Tableau
• DemandBase / 6Sense 

Preferred Qualifications:

• Proven ability to quickly gain trust with senior leaders, internal and external
• Highly organized with exceptional follow up skills
• Passion for cloud technologies

PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.

This role is expected to come into our San Francisco office 2 to 3 times per week/month, so you can thrive in your new role and fully embrace being a Dutonian!

The base salary range for this position is 75,000-105,000 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.