Majors Account Executive - East

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 world—all in a flexible, award-winning workplace.

PagerDuty is seeking a Majors Account Executive with experience in growing existing accounts and acquiring new business. In this hybrid role, you will report to a Regional Sales Director. You will be responsible for expanding opportunities within a set of existing high-value accounts while also driving new customer acquisition. We’re looking for a dynamic, consultative sales leader who understands the nuances of nurturing long-term relationships and winning new business—someone who thrives in a tech-forward environment and is passionate about delivering impactful solutions.

You will manage a portfolio of approximately 30 to 50 accounts, focusing on a balanced approach to expanding existing relationships and prospecting for new logos within the space. Your ability to align our operations cloud story with multiple stakeholders across these accounts while identifying and closing new business is key to your success.

As a customer-centric organization, PagerDuty emphasizes exceptional sales experiences. We’re seeking someone who can build lasting relationships while pursuing strategic growth. This role is an exciting opportunity to showcase your sales expertise, leverage your tech skills, and make a significant impact by growing and diversifying the customer base.

Key Responsibilities

• Value Selling
  Focus on demonstrating the unique value our products and services bring to both new and existing customers, addressing specific needs and challenges that drive their business forward.
• Account Expansion & Acquisition
  Balance your time between growing existing accounts and prospecting for new business. Identify new revenue opportunities within current accounts while developing and executing strategies to win new accounts, including crafting tailored outreach to key decision-makers.
• Strategic Account Development
  Develop and execute strategic plans to expand accounts and identify new high-potential opportunities. Stay aligned with customer objectives and business needs while leveraging competitive intelligence and industry trends.
• Sales Effectiveness
  Establish and maintain strong, authentic relationships with both new and existing clients. Negotiate positive outcomes, ensuring mutual success with current accounts while securing new deals with prospective clients.
• Executive Engagement
  Conduct high-level conversations with senior executives (VP+) to uncover strategic needs and align our solutions to their business challenges. Lead discussions around both new sales opportunities and expansions within existing accounts.
• Sales Execution
  Ensure thorough and accurate pipeline management, with careful preparation for meetings and presentations. Follow up on commitments and agreements to contribute to the long-term strategic success of both the customer and PagerDuty.
• Prospecting & New Business Development
  Utilize marketing, alliances, and BDR programs to uncover new logo opportunities. Proactively qualify prospects, develop strategies to win new business, and create plans to convert leads into customers.
• Planning & Forecasting
  Map out territory and account strategies, working with internal resources to develop an effective sales approach. Use historical data and market insights to provide accurate and actionable forecasts.
• Cross-functional Collaboration
  Engage the right internal resources at the right time, coordinating with support teams to drive deals forward across existing and new accounts. Ensure a seamless customer experience from prospecting to post-sale.

Basic Qualifications

• 5+ years of field sales experience, with a focus on software/SaaS sales
• 3+  years of experience in expanding relationships within existing accounts and acquiring new business
• Commercial or Enterprise Account Management experience with $500M+, Global 2000 companies
• Proven track record in selling across multiple products or services

Preferred Qualifications

• Experience supporting customers in the Northeast US and Southern Ontario
• St