Enterprise Account Executive, US State & Local Government and Higher Education (SLED)

Overview of the Role

PagerDuty is seeking an Enterprise State & Local Government and Education (SLED) Account Executive with experience selling SaaS products to Enterprise SLED accounts. In this role, you will report to a Regional Sales Director. We are seeking a dynamic sales champion who not only embraces technology but also knows how to excel while doing it! We're on the lookout 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 exhibit all the characteristics associated with a high performance sales culture, specifically leading and managing a pipeline of opportunities within our existing accounts to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the State, Local and Education (SLED)  space and focused on approximately 50-70 accounts. You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).  

As a customer-centric organization, PagerDuty places immense value on delivering exceptional sales experiences. Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable. 

This isn't just a job—it's an opportunity to showcase your sales prowess, leverage your tech-savviness, and inject your vibrant personality into every interaction. Join PagerDuty and be a part of a thrilling sales adventure where you'll thrive, have fun, and make a significant impact!

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 challenges

• Possess a deep understanding of 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 State, Local and Education (SLED) space 
• Conducts consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives
• 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; 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

• 8-12 years field sales experience, preferably in software sales / SaaS sales
• 4-6 years of experience expanded into new areas of existing accounts SLED
• Enterprise Account Management experience with State, Local and Education (SLED) 
• 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)

PagerDuty 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 San Francisco office one time per week, so you can thrive in your new role and fully embrace being a Dutonian!

The base salary range for this position is 130,000 - 160,000 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, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including 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.