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

  • 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

Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers

  • Negotiate positive business outcomes with existing customers for PagerDuty
  • Managing and closing complex, multi-product sales cycles in the Global 2000 segment
  • 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 customising 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.

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
  • 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.

Basic Qualifications

  • 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%

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)

The base salary range for this position is 160,000 – 170,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

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