Strategic Account Executive - East

• Possess a deep 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.
• Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.
• Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives.
• Negotiate positive business outcomes with existing customers for PagerDuty.
• Managing and closing complex, multi-product sales cycles for Fortune 500 accounts.
• Conducts consistent and effective conversations with the senior-level executives (SVP+) to garner interest and support for new initiatives.
• 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.
• Encourages positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.
• Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy.
• Utilize historical data and market trends to provide accurate forecasts to management.
• 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.
• Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).
• Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts.

• 12+ years field sales experience, preferably in software sales / SaaS sales
• 6+ years of experience expanded into new areas of existing accounts
• Strategic Account Management experience with Fortune 500 companies
• Experience selling to C-level executives
• Sold in a multi-product selling environment before
• Travel expectations around 30%
• 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)

Pay range: $160K - $185K

• 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 (some countries have longer leave standards and we comply with local laws)*
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs