Mid Market Account Executive, PagerDuty

• The ideal candidate will bring a track record of successful new logo acquisition in the mid-market space and experience in solution selling and relationship development
• 2-4 years of B2B software sales experience with proven success in new logo acquisition
• 1-2 years of full-cycle selling experience in mid-market SaaS sales
• Demonstrated proficiency with modern sales tools (SFDC, Outreach/SalesLoft, DemandBase/6Sense)
• Track record of consistently meeting or exceeding new business quotas
• Experience selling technical solutions to both business and technical buyers
• We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application

Desirable

• PagerDuty seeks a dynamic Mid-Market Account Executive to drive new business acquisition and account expansion within our mid-market segment ($50-500M revenue)
• Reporting to the Regional Sales Manager, you will own the entire sales cycle for net-new logo acquisition and initial account growth. You will leverage a modern tech stack and consultative approach to deliver consistent results
• This role combines hunter and farmer responsibilities, requiring strategic prospecting skills and the ability to expand relationships after initial sales
• New Business Development:
• Drive new logo acquisition within assigned territory using a multi-channel prospecting approach
• Execute entire sales cycle from prospect to close for organizations with $50-500M in revenue
• Leverage sales intelligence tools (SFDC, Outreach/SalesLoft, DemandBase/6Sense) to identify and pursue high-potential opportunities
• Apply the MEDDICC framework to qualify and progress opportunities effectively
• Solution Selling:
• Master PagerDuty's Command of the Message (COM) methodology to articulate value propositions that resonate with mid-market buyers
• Conduct discovery conversations to uncover technical and business challenges that align with PagerDuty's solutions
• Develop and present tailored solutions that address specific customer pain points and use cases
• Build consensus across technical and business stakeholders to drive decisions
• Account Management & Growth:
• Create and execute "land-and-expand" strategies within newly acquired accounts
• Maintain high levels of customer satisfaction through consistent engagement and follow-through
• Identify and pursue expansion opportunities within existing accounts
• Partner with customer success teams to ensure successful implementation and adoption
• Pipeline Management:
• Maintain accurate pipeline data and forecasts in Salesforce
• Prioritize opportunities effectively to maximize revenue potential
• Balance time between new logo acquisition and account expansion activities
• Document all customer interactions, next steps, and commitments