Enterprise Account Executive

Enterprise Account Executive

Requirements

• 8+ years of field sales experience, preferably in SaaS or software sales.
• 4+ years of experience managing existing accounts and expanding into new areas within those accounts.
• Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.
• Previous experience in a multi-product selling environment.
• Ability to travel approximately 30%.

Responsibilities

• Highlight the unique value our products and services provide, addressing the challenges of new prospects and the evolving needs of existing customers.
• Focus on building long-term relationships by solving customer pain points with tailored solutions.
• Develop a deep understanding of customer needs to position PagerDuty as a strategic partner for new and current clients.
• Establish and maintain strong, consultative relationships with new prospects and existing clients.
• Drive new business and expand existing accounts by identifying upsell and cross-sell opportunities.
• Effectively manage complex, multi-product sales cycles across new and existing accounts, focusing on delivering strategic outcomes.
• Lead high-level conversations with senior executives (VP+) to drive interest, align initiatives, and secure support for new projects.
• Present tailored solutions, building credibility and trust, and demonstrating the value of PagerDuty’s offerings.
• Focus on acquiring new logos while nurturing and expanding relationships within existing accounts.
• Utilize a mix of inbound and outbound prospecting, including leveraging marketing, alliances, and BDR programs to identify and qualify new opportunities.
• Develop tailored strategies to penetrate target accounts and identify decision-makers, influencers, and key stakeholders.
• Collaborate with internal teams and resources to ensure effective territory and account management.
• Drive sales cycles by ensuring accurate forecasting, managing pipelines effectively, and closing deals with new and existing customers.
• Coordinate with internal teams to ensure customer needs are met and all commitments are fulfilled, contributing to long-term strategic growth.
• Document key customer interactions, including qualification, next steps, and value propositions using frameworks like MEDDICC and COM.
• Develop a strategic plan to map out target accounts, identify priorities, and collaborate with cross-functional teams to drive growth.
• Use historical data, market insights, and competitive intelligence to inform sales strategies and forecasts accurately.

Preferred Qualifications

• Proven success in acquiring new business while growing existing accounts.
• Strong time management, deal management, and analytical skills.
• Consistent track record of exceeding sales targets in both acquisition and account expansion.
• Experience with MEDDIC, SPIN, Challenger Sales, and similar sales methodologies.