Majors Account Executive, Public Sector

PagerDuty is seeking a dynamic Majors Growth Account Executive with experience selling SaaS products to enterprise accounts, particularly in the Public Sector market. In this hybrid role, you will report to a Regional Sales Director and be responsible for both client acquisition and expanding existing accounts within the Public Sector. We are looking for a sales champion who embraces technology, excels in a consultative sales approach, and captivates 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 new business expansion opportunities within our Develop and execute strategies for acquiring new clients and expanding existing accounts in the public sector. to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the +$500 million in revenue space focused on approximately 25 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. 

Key Responsibilities:

Value Selling: Highlight the unique value and benefits of PagerDuty's products and services, focusing on solutions that address the specific needs of public sector clients.

• 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: Establish genuine connections with customers and negotiate positive business outcomes, managing complex, multi-product sales cycles within the public sector.

• Negotiate positive business outcomes with existing customers for PagerDuty
• Managing and closing complex, multi-product sales cycles in the +$500 million in revenue space 
• Conducts consistent and effective conversations with the 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:

• 5-8 years of field sales experience, preferably in software/SaaS sales.
• Proven track record in the Public Sector market and multi-product selling environments.
• 3-5 years of experience expanding into new areas of existing accounts.
• Experience in Enterprise Account Management with $500M+, Fortune 500, and Global 2000 companies.

Preferred Qualifications:

• Strong time management, deal management, and analytical skills.
• Consistent record of exceeding sales targets.
• Ability to work independently and collaboratively.
• Previous training in sales methodologies (e.g., MEDDIC, SPIN, Command of Message, Challenger Sales).

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

This role is expected to come into our Sydney (New South Wales) office one time per week, so you can thrive in your new role and fully embrace being a Dutonian!