PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Half of the Fortune 500 and nearly 70% of the Fortune 100 trust PagerDuty as essential infrastructure.Join us. At PagerDuty, you''ll tackle complex problems, collaborate with kind and ambitious people, and help build a more equitable worldall in a flexible, award-winning workplace.PagerDuty is seeking a Commercial Account Executive to join our diverse, customer-focused team! In this role, you will report to a Director of Commercial Sales. Your focus will be on acquiring new business opportunities among a group of accounts that fit our ideal customer profile and have a higher propensity to buy and expand with PagerDuty. These accounts would sit in our commercial segment and would sit between 50-500 million in revenue. Daily responsibilities include creating, developing, and managing net-new business deals and expanding our footprint once the account is landed.Do you have a proven track record of success working with new logo accounts? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about technology, has experience selling complex solutions, and can provide consultative guidance to clients. If you possess excellent time management skills, understanding when to prioritize closing deals and when to shift focus to pipeline development, we would love to talk to you!Key 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, emphasizing the impact and solutions that address the customer''s specific needs or challengeUnderstanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company prioritiesAligning use cases with the appropriate service offeringQuickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales methodSales Effectiveness- Establishing, overseeing and maintaining genuine connections with customersDevelops a proactive point of view on solutions based on customer''s biggest pain pointsEncourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer''s strategic vision.Ensuring complete customer satisfaction in all interactionsSales Execution- Ensuring that ones own and others 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"Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools.Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)Closing and managing land-and-expand deals with the main focus on acquiring new customersPrioritizing opportunities and allocating appropriate resourcesBasic Qualifications1+ year of full cycle sales experience1-2 years + strong background in lead generation and prospecting1+ year experience with common SaaS software toolsSFDCOutreach / SalesloftTableauDemandBase / 6SensePreferred Qualifications:Proven ability to quickly gain trust with senior leaders, internal and externalHighly organized with exceptional follow up skillsPassion for cloud technologiesPagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.This role is expected to come into our Sydney office 1-2 times per week, so you can thrive in your new role and fully embrace being a Dutonian!Hesitant to apply?We encourage you to submit your resume even if you don''t meet every requirement. We value potential and consider each candidate''s full professional story. Whether you''re exploring a career change or taking your next step, we look forward to reviewing your application. If this just isnt the right role or time - sign up for job alerts!Where we workPagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, wecannot employ candidates residing in:Location restrictions:Australia:Northern Territory, Queensland, South Australia, Tasmania, Western AustraliaCanada:Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, YukonUnited States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, WyomingCandidates must reside in an eligible location, which vary by role.How we workOur values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.What we offerAs a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site.Your package may include:Competitive salaryComprehensive benefits package from day oneFlexible work arrangementsCompany equity*ESPP (Employee Stock Purchase Program)*Retirement or pension plan*Generous paid vacation timePaid holidays and sick leaveDutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTOPaid 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 yearCompany-wide hack weeksMental wellness programs*Eligibility may vary by role, region, and tenureAbout PagerDutyPagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management, enabling customers to achieve operational efficiency at scale with the PagerDuty Operations Cloud. The PagerDuty Operations Cloud combines AIOps, Automation, Customer Service Operations and Incident Management with a powerful generative AI assistant to create a flexible, resilient and scalable platform to increase innovation velocity, grow revenue, reduce cost, and mitigate the risk of operational failure. Half of the Fortune 500 and nearly 70% of the Fortune 100 rely on PagerDuty as essential infrastructure for the modern enterprise.PagerDuty is Great Place to Work-certified, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2.Go behind-the-scenes on our careers site and @pagerduty on Instagram.Additional InformationPagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status.PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.PagerDuty uses the E-Verify employment verification program. #J-18808-Ljbffr
Job Title
Mid Market Account Executive