Enterprise Account Executive, Chicago
WFA Digital Insight
As demand for digital operations management grows, companies like PagerDuty are seeking skilled Enterprise Account Executives to drive expansion. With over 13,000 organizations relying on PagerDuty, this role offers a unique opportunity to work with a market leader. Candidates with experience in SaaS sales and a strong understanding of enterprise software ecosystems are in high demand. Before applying, consider how your skills align with PagerDuty's innovative approach to digital operations management.
Job Description
About the Role
As an Enterprise Account Executive at PagerDuty, you will play a critical role in driving growth and expansion within an established customer portfolio. This involves combining strategic account management with consultative enterprise selling to deliver measurable outcomes. You will partner with C-level executives and key stakeholders to drive adoption of PagerDuty's Operations Cloud and identify opportunities for upsell, cross-sell, and expansion.The ideal candidate is a relationship-driven sales professional who thrives in complex deal cycles and excels at executive engagement. You should be passionate about delivering customer impact through innovative SaaS solutions. The role requires a strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments, as well as experience managing high-value accounts and executing multi-product sales motions.
PagerDuty's Enterprise Account Executives are part of a high-performing, customer-focused team that is expanding rapidly. The company is a leader in Digital Operations Management, and its platform is used by over 13,000 organizations, including 60 of the Fortune 100. As a key member of this team, you will have the opportunity to shape the customer's journey, close high-value deals, and accelerate PagerDuty's growth in the enterprise market.
What You Will Do
- Own and grow a defined set of enterprise accounts by driving upsell, cross-sell, and expansion opportunities
- Build and maintain trusted executive relationships through regular in-person engagement and consultative selling
- Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning
- Drive adoption of PagerDuty's Operations Cloud by articulating clear business value and ROI
- Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities
- Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework
- Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention
- Identify and mitigate potential risks and issues that could impact customer satisfaction or revenue growth
- Stay up-to-date with industry trends and competitor activity to maintain a competitive edge
What We Are Looking For
- 8+ years of experience in B2B sales, account management, or expansion roles within SaaS or cloud software
- Proven success managing a quota in complex, long-cycle enterprise sales
- Demonstrated experience selling to and influencing C-level executives
- Proficiency with Salesforce (SFDC) for pipeline management and forecasting
- Bachelor's degree or equivalent experience
- Strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments
- Experience with MEDDICC and Command of the Message (COM) methodologies
- Excellent communication, negotiation, and relationship-building skills
Nice to Have
- Expertise applying MEDDICC and Command of the Message (COM) methodologies
- Experience managing high-value accounts
- Track record of success with multi-product sales and solution-based selling models
- Strong understanding of digital operations management and its application in various industries
Benefits and Perks
- Competitive base salary
- Bonus and commission structure
- Equity and stock options
- Comprehensive health insurance
- Generous PTO and holiday package
- Remote work stipend and equipment allowance
- Professional development and training opportunities
- Access to cutting-edge technology and tools
How to Stand Out
- Develop a strong understanding of PagerDuty's products and services to effectively articulate their value to potential customers.
- Build a professional network of contacts within the industry to stay informed about trends and best practices.
- Create a personalized portfolio that highlights your experience and achievements in SaaS sales and account management.
- Prepare for interviews by researching the company and practicing your responses to common sales and account management questions.
- Consider obtaining certifications or training in sales methodologies like MEDDICC to enhance your skills and knowledge.
- Be prepared to provide specific examples of your experience and accomplishments during the interview process.
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