Full-Time

Strategic Account Executive

Posted on 9/26/2024

PagerDuty

PagerDuty

1,001-5,000 employees

Incident management and response platform

Consulting
Enterprise Software

Senior, Expert

London, UK

Hybrid role requiring in-office presence 1-2 times per week.

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Requirements
  • 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
  • Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales)
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

PagerDuty specializes in incident management and response, providing a platform that helps organizations quickly address IT issues to minimize operational disruptions. The platform integrates with various monitoring tools to detect incidents in real-time, alerting the right personnel for swift action. This process is crucial for maintaining the reliability and performance of digital services across sectors like technology, finance, healthcare, and retail. Unlike many competitors, PagerDuty operates on a subscription-based model, offering different pricing tiers based on user count and feature levels, which ensures a steady revenue stream. The company's goal is to enable organizations to manage and resolve IT incidents efficiently, thereby reducing downtime and enhancing service quality.

Company Stage

IPO

Total Funding

$168.9M

Headquarters

San Francisco, California

Founded

2009

Growth & Insights
Headcount

6 month growth

5%

1 year growth

1%

2 year growth

11%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for AIOps solutions aligns with PagerDuty's recent enhancements.
  • IT operations analytics market projected to reach $21.65 billion by 2028.
  • Recent leadership appointments could enhance market penetration and customer acquisition.

What critics are saying

  • Emerging AIOps platforms could erode PagerDuty's market share.
  • Economic downturns may affect subscription-based revenue model.
  • Reliance on third-party integrations poses a risk if partners change APIs.

What makes PagerDuty unique

  • PagerDuty integrates with Microsoft Teams and Slack for enhanced collaboration.
  • The platform offers real-time alerts and incident resolution workflows.
  • PagerDuty's AIOps solution automates event ingestion and auto-remediation.

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Benefits

Health, AD&D, Disability, Vision, Life, and Dental Insurance

Paternity and Maternity Leave

Employee Assistance Program

PTO (Vacation / Personal Days)

Sick Time

Remote Work

Adoption Assistance

401(k)

Employee Stock Purchase Program

Flexible Spending Account

Student Loan Repayment Plan

INACTIVE