Strategic Account Executive - EMEA

Salary Not Specified

PagerDuty Inc., City of Westminster

Full time
Permanent
Onsite working

Posted today, 28 Sep | Get your application in now to be one of the first to apply.

Closing date: Closing date not specified

job Ref: f0186bcac823451a882568f81c7822bf

PagerDuty Inc.

Full Job Description

PagerDuty is seeking a Strategic Enterprise Account Executive to join our new customer acquisition team! In this role, you will report to a Director of Strategic Sales, and will be focused on acquiring new business opportunities. Your territory will consist of Global 2000 level new logo accounts. Daily responsibilities include creating, developing, and managing net-new business deals with an emphasis on strategic planning, leveraging a team selling approach and engaging in proof of value / concept engagements with prospects to earn their business. You have experience and success delivering challenging and compelling arguments at the executive level to drive change and to align to your partnership vision. Collaboration will be critical as you will partner with our BDR's (business development team), Executive team, Solution Consultants, Marketing and Alliances teams to support your efforts and help you drive success., 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
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.
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

Do you have a proven track record of success in a collaborative selling environment? Are you skilled in prospecting, organizing, and enjoy achieving victories that will be absolutely material to the success of the company? This is an exceptional opportunity for someone who is passionate about being highly strategic, creative and thorough on finding a path to success with your accounts. You are not intimidated by large complex buying cycles and going high, wide and deep within an account to ultimately convert a prospect into a customer. If you possess excellent time management skills, enjoy working collaboratively with other Go To Market functions, and have a resilient and tenacious approach to selling, we would love to talk to you!, 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
Proven ability to quickly gain trust with senior leaders, internal and external
Highly organised with exceptional follow up skills
Thorough understanding of the back office within organisations and the challenges they face to execute on their roles
Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales)

Champion the Customer | Put users first to design great products and experiences.
Run Together | Build strong teams that amplify our impact on users.
Take the Lead | Disrupt and invent to be the first choice for users.
Ack + Own | Take ownership and action to deliver more efficiently to users.
Bring Your Self | Bring your best self to build empathy and trust with users.
Competitive salary
Comprehensive benefits package from day one
Flexible work arrangements
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days - scheduled company-wide paid days off in addition to PTO
Company equity
ESPP (Employee Stock Purchase Program)
Retirement or pension plan
Paid parental leave - up to 22 weeks for pregnant parent, up to 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)
HibernationDuty - an annual company paid week off when everyone at PagerDuty, with the exception of a small, coverage crew, is asked to take a much needed break to truly disconnect and recharge
Paid volunteer time off - 20 hours per year
Company-wide hack weeks
Mental wellness programs
Eligibility may vary by role, region, and tenure