MAJORS ACCOUNT EXECUTIVE ATLANTA
Company: Pager
Location: San Francisco
Posted on: October 24, 2024
Job Description:
PagerDuty empowers teams of all kinds to do the critical work
that moves business forward through the PagerDuty Operations
Cloud.
If you are interested in applying for this job, please make sure
you meet the following requirements as listed below.
Visit our careers site to explore life at PagerDuty, discover
opportunities, and sign-up for job alerts!Overview of the
RolePagerDuty is seeking a Majors Growth Account Executive with
experience selling SaaS products to Enterprise accounts. In this
role, you will report to a Regional Sales Director and we are
seeking a dynamic sales champion who not only embraces technology,
but also knows how to excel while doing it! We're on the lookout
for someone with a consultative sales approach, a proven knack for
driving sales growth, and the ability to captivate a tech-savvy
audience.In this role, you will exhibit all the characteristics
associated with a high performance sales culture, specifically
leading and managing a pipeline of new business expansion
opportunities within our existing accounts to deliver results
against sales targets. Your target accounts will fit our ideal
customer profile model in the +$500 million in revenue space
focused on approximately 25 accounts. You will need to have the
ability to go wide within accounts to align our operations cloud
story to different stakeholders (multi-product catalog).As a
customer-centric organization, PagerDuty places immense value on
delivering exceptional sales experiences. Your mission will be to
go above and beyond, ensuring our customers receive nothing short
of the finest sales journey imaginable.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.
- Possess a deep understanding of 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.
- Develop strategic plans that anticipate and address customer
needs and preferences based on competitor knowledge and industry
trends.
- Identify long-term strategies to grow accounts by aligning with
our customers' Big Problems and objectives.Sales Effectiveness
- Establish, oversee and maintain genuine connections with
customers.
- Negotiate positive business outcomes with existing customers
for PagerDuty.
- Manage and close complex, multi-product sales cycles in the
+$500 million in revenue space.
- Conduct consistent and effective conversations with the
senior-level executives (VP+) to garner interest and support for
new initiatives.
- Demonstrate strong presentation skills verbally and visually by
customizing content and slides to an internal or external audience;
share information with customers to build credibility, show
integrity, and highlight the value of PagerDuty; and tailor
presentations to suit the audience's level and interests.
- Encourage positive conversations between existing customers and
sales teams, leading to solutions aligned with the customer's
strategic vision.Sales Execution
- Plan - Map out your territory assignment, priority account
targets and work with your greater support team to drive an
effective territory strategy.
- Utilize historical data and market trends to provide accurate
forecasts to management.
- Prospect - Leverage 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.
- Create effective strategies and qualify opportunities within
accounts, including plans for winning business for PagerDuty.
- Document key qualification details, including use case,
purchase timeframes, and next steps (MEDDICC & COM Framework).
- Proactively engage internal resources and partners at the right
time and in the right manner in order to move the sales process
forward throughout their accounts.Basic Qualifications
- 5-8 years field sales experience, preferably in software sales
/ SaaS sales.
- 3-5 years of experience expanding into new areas of existing
accounts.
- Enterprise or Commercial Account Management experience with
$500M+, Fortune 500 and Global 2000 companies.
- Experience selling in a multi-product selling environment
before.Preferred Qualifications
- Effective time management, complex deal management, account
planning, and analytical 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).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 tell us that co-located collaboration strengthens
connections, drives innovation, and accelerates learning.This role
is expected to come into our Atlanta office one time per week, so
you can thrive in your new role and fully embrace being a
Dutonian!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.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 workPagerDuty 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 workOur 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 offerOne 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. Learn more, including
country-specific offerings, on our benefits site.Your package may
include:
- Comprehensive benefits package from day one.
- Generous paid vacation time.
- Paid holidays and sick leave.
- Dutonian Wellness Days - scheduled company-wide paid days off
in addition to PTO.
- Company equity*
- 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)*
- 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.
- Mental wellness programs.*Eligibility may vary by role, region,
and tenure.About PagerDutyPagerDuty, 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 on
our careers site and @pagerduty on Instagram.Additional
InformationPagerDuty 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.
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Keywords: Pager, Watsonville , MAJORS ACCOUNT EXECUTIVE ATLANTA, Other , San Francisco, California
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