Account Executive

About PagerDuty

PagerDuty (NYSE:PD) is a leader in Digital Operations Management, empowering organizations to deliver perfect digital experiences to customers. With an AI-powered platform, PagerDuty helps teams identify issues, optimize operations, and fix problems faster. Over 13,000 organizations, including 60 of the Fortune 100, rely on PagerDuty for Digital Transformation, Cloud Migration, and DevOps Modernization. We are rapidly expanding our platform using AI/ML and Automation, growing adoption across Development, IT, Customer Service, and Security teams.

The Opportunity: Account Executive

PagerDuty is seeking an Account Executive (AE) to join our dynamic, customer-focused team. In this critical, senior-level, quota-allocated role, you will be responsible for driving growth, expansion, and revenue within established customers through upsell, cross-sell, and strategic account development. You will build and sustain long-term relationships with C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling. Success in this role involves driving Operations Cloud conversions and multi-product adoption by applying PagerDuty's Command of Message methodology, understanding customer financial priorities and budget cycles, and crafting cost-justified proposals that demonstrate high-value outcomes.

The ideal candidate is a strategic seller who thrives in fast-paced environments, excels at executive engagement, and has a proven track record of driving multi-product growth within existing customer portfolios.

Key Responsibilities

• Expand current customers and their current spend by quota allocation; identify and execute upsell and cross-sell opportunities across PagerDuty's product portfolio.
• Influence C-level leaders through weekly/monthly in-person meetings; build and maintain strategic relationships with decision-makers and economic buyers.
• Develop comprehensive account plans that identify growth opportunities, competitive threats, and expansion strategies; maintain a deep understanding of customers' business priorities and budget cycles.
• Drive adoption of Operations Cloud to deliver visible customer value and expand platform usage.
• Apply Command of Message methodology to articulate business value; develop compelling business cases that align PagerDuty solutions to customer strategic initiatives.
• Execute complex, multi-product sales motions; coordinate with Solution Consultants for technical validation and proof-of-concept engagements.
• Partner with Customer Success Managers to monitor account health, identify expansion signals, and proactively address risks.
• Maintain accurate forecasting in Salesforce; manage sales pipeline with disciplined qualification using MEDDICC framework.
• Work closely with Solution Consultants, Customer Success, Product Management, and Renewal Managers to ensure a seamless customer experience.

Basic Qualifications

• 8+ years of experience in enterprise B2B sales, account management, or expansion roles within SaaS or cloud software.
• Proven success managing a quota in complex, long-cycle enterprise sales.
• Demonstrated experience selling to and influencing C-level executives.
• Proficiency with Salesforce (SFDC) for pipeline management and forecasting.
• Bachelor’s degree or equivalent experience.

Preferred Qualifications

• Expertise applying MEDDICC and Command of the Message (COM) methodologies.
• Experience managing high-value accounts.
• Track record of success with multi-product sales and solution-based selling models.
• Strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments.
• Strategic thinker with exceptional communication, negotiation, and relationship-building skills.

Key skills/competency

• Enterprise Sales
• Account Management
• SaaS Sales
• C-Level Engagement
• Salesforce (SFDC)
• MEDDICC
• Command of Message (COM)
• Multi-Product Sales
• Operations Cloud
• DevOps Environment