Strategic Account Executive- MI, MN, IL Remote

Overview of the Role

Pager Duty is seeking an Strategic Growth Account Executive with experience selling SaaS products to Enterprise accounts. In this role, you will report to a Regional Sales Director. We are seeking a dynamic sales professional who not only embraces technology but also knows how to excel while doing it! We are looking 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 lead and manage a pipeline of new business expansion opportunities within existing accounts to deliver results against sales targets. Your territory will consist of strategic Global 2000 accounts and focus on approximately 6 accounts. You will need to engage across multiple stakeholders in the customer organization to align Pager Duty’s cloud story with their needs (multi-product catalog).

This is a customer-centric role focused on delivering exceptional sales experiences.

This is an opportunity to showcase sales prowess, leverage tech-savviness, and contribute to Pager Duty’s growth while engaging with a dynamic team.

• Value Selling - Focus on highlighting the unique Pager Duty value and the benefits to the customer, addressing specific needs or challenges beyond features and price.
• Understand stakeholder problems and communicate technical wins and strategic business outcomes we can deliver through a Pager Duty partnership.
• Develop strategic plans that anticipate customer needs based on competitor knowledge and industry trends.
• Identify long-term strategies to grow accounts by aligning with the customer’s major objectives.

• Sales Effectiveness - Establish and maintain genuine connections with customers.
• Negotiate positive business outcomes with existing customers for Pager Duty.
• Manage and close complex, multi-product sales cycles for Fortune 500 accounts.
• Engage senior-level executives (SVP+) to garner interest and support for new initiatives.
• Deliver compelling presentations, tailor content to the audience, and highlight Pager Duty’s value.
• Foster constructive conversations between customers and sales teams to align with the customer’s strategic vision.

• Sales Execution - Ensure accuracy of work and information; prepare thoroughly for meetings; follow up to fulfill commitments and contribute to long-term strategic initiatives.
• Plan territory, targets, and collaborate with support teams to drive an effective strategy.
• Use historical data and market trends to provide forecasts.
• Prospect through Marketing, Alliances, and BDR programs to develop net-new logos with executive alignment.
• Create strategies and qualify opportunities within accounts, including use cases and next steps (MEDDICC & COM Framework).
• Engage internal resources and partners at the right time to move the sales process forward.

• 12+ years field sales experience, preferably in software/SaaS sales
• 6+ years expanding into new areas within existing accounts
• Strategic Account Management experience with Fortune 500 companies
• Experience selling to C-level executives
• Experience in multi-product selling environments
• 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
• Sales Methodology training (e.g., MEDDIC, SPIN, Command of Message, Challenger Sales)

The base salary range for this position is 160, 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 reflects the minimum and maximum base salary we expect to pay newly hired employees for the position and can vary by 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.

We encourage you to submit your resume even if you don’t meet every requirement. We value…