Majors Account Executive - California id-6497

April 11, 2025

Overview of the Role

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.

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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

Strong time management, complex deal management, account planning, and analytical skills
Consistent history of exceeding sales targets and driving revenue growth
Self-starter with the ability to work independently and collaborate effectively with teams
Experience with Sales Methodology training (e.g., MEDDIC, SPIN, Command of Message, Challenger Sales)

This role offers the unique opportunity to work across both account expansion and new customer acquisition, making it ideal for an ambitious, versatile sales professional eager to drive meaningful growth. Join Pagerduty and be part of a team that values innovation, customer success, and building strong, sustainable partnerships.

If you are 50 miles from the office, this role is expected to come into our San Francisco office 2 to 3 times per week/month, so you can thrive in your new role and fully embrace being a Dutonian! Must be based close to San Francisco (Sacramento, Los Angeles, San Francisco) or can be remote in California if you are more than 50 miles from office.

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