Strategic Account Executive- San Francisco, CA

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses.

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.

Overview of the Role

PagerDuty seeks a dynamic Strategic Account Executive with a proven track record in acquiring new business and expanding existing accounts. This hybrid role is perfect for an experienced SaaS sales professional who thrives in a high-performance culture, excels at building long-term relationships, and can balance the pursuit of new logos with nurturing existing strategic accounts.

In this role, you will report to the Regional Sales Director and drive sales growth within a select group of new and existing strategic Global 500 accounts. You will leverage a consultative sales approach to align PagerDuty's multi-product solutions with the needs of senior executives and deliver exceptional customer experiences while working to expand the footprint of PagerDuty within your assigned accounts—typically 3 to 10 accounts. 

As a customer-centric organization, PagerDuty values exceptional sales experiences. Your mission will be to secure new customers and ensure that existing accounts continue to realize maximum value from our solutions, positioning PagerDuty as a strategic partner in their operations.

This is an exciting opportunity to leverage your sales acumen, technical expertise, and consultative selling skills to drive impact and growth across new and existing accounts.

Key Responsibilities

Value Selling & Strategic Account Growth:

• Position PagerDuty’s value by emphasizing the strategic impact and business outcomes our products can deliver for both new customers and existing accounts.
• Identify and align with stakeholders' big problems and strategic goals within new and existing accounts, effectively communicating how PagerDuty can drive their success.
• Develop and execute strategic plans to grow accounts by anticipating customer needs, responding to industry trends, and staying ahead of competitive dynamics.
• Build long-term strategies for account growth, focusing on deepening relationships with existing customers while driving new business through tailored solutions.

Sales Effectiveness:

• Establish and nurture genuine, consultative relationships with new prospects and existing customers to foster long-term partnerships.
• Drive complex, multi-product sales cycles that span net-new business acquisition and account expansion within the Global 500 segment.
• Conduct executive-level discussions (SVP and above) to align on strategic initiatives and garner support for new business opportunities.
• Deliver compelling, customized presentations, showcasing PagerDuty’s solutions and aligning with customer needs and interests while building credibility and trust in each interaction.
• Foster collaboration between the sales team and existing customers to ensure our solutions align with their broader strategic vision.

Sales Execution & Relationship Management:

• Ensure accurate forecasting, effective pipeline management, and consistent execution across new business and existing accounts.
• Engage internal resources—such as marketing, alliances, and BDR teams—proactively to support prospecting efforts and advance sales cycles in new and existing accounts.
• Follow through on commitments, ensuring that solutions are delivered and customer needs are met. This will ultimately contribute to PagerDuty’s long-term success.
• Document key sales activities, including qualification details, next steps, and value propositions using sales methodologies (e.g., MEDDICC, COM Framework).

Planning & Prospecting:

• Develop a territory strategy that balances the acquisition of new logos with the growth of existing accounts. Identify high-priority accounts and align resources to achieve sales targets.
• Leverage historical data and market trends to build accurate sales forecasts and inform strategic decisions.
• Utilize inbound and outbound prospecting strategies to develop new business opportunities and foster executive-level relationships, including leveraging marketing, alliances, and BDR programs.

Basic Qualifications:

• 10+ years of field sales experience with a strong software/SaaS sales background.
• 6+  of experience expanding existing accounts and developing new busine