PagerDuty is seeking a Strategic Enterprise Account Executive to join our new customer acquisition team! In this role, you will report to a Director of Strategic Sales, and will be focused on acquiring new business opportunities. Your territory will consist of Global 2000 level new logo accounts. 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 have experience and success delivering challenging and compelling arguments at the executive level to drive change and to align to your partnership vision. Collaboration will be critical as you will partner with our BDR’s (business development team), Executive team, Solution Consultants, Marketing and Alliances teams 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 that will be absolutely material to the success of the company? This is an exceptional opportunity for someone who is passionate about being highly strategic, creative and thorough on finding a path to success with your accounts. You are not intimidated by large complex buying cycles and going high, wide and deep within an account to ultimately convert a prospect into a customer. If you possess excellent time management skills, enjoy working collaboratively with other Go To Market functions, 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, emphasising 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
- Managing and closing complex, multi-product sales cycles with new logos in the Global 2000 segment
- 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. Tailor 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
- 12+ years field sales experience, preferably in software sales / SaaS sales
- 6+ years of New Logo / New Customer acquisition closing experience (can be in a hybrid selling role where there is expansion and new logo acquisition but must prove focus, competency and execution on new logos specifically)
- 4+ years experience successfully selling into Strategic Enterprise accounts in the Global 2000 space
- 4+ years of experience successfully positioning and selling in a multi-product environment
Preferred Qualifications:
- Proven ability to quickly gain trust with senior leaders, internal and external
- Highly organised with exceptional follow up skills
- Thorough understanding of the back office within organisations and the challenges they face to execute on their roles
- Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales)
This role is expected to come into our Moorgate office 1-2 times per week, so you can thrive in your new role and fully embrace being a Dutonian!
