Mid Market Account Executive, PagerDuty
1-2 days a week in office
Digital operations management platform
Open for applications
Digital operations management platform
1001+ employees
Open for applications
1-2 days a week in office
1001+ employees
Company mission
To revolutionize operations and build customer trust by anticipating the unexpected in an unpredictable world.
Role
Who you are
- 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
Desirable
- Experience with solution selling methodologies (COM, MEDDICC)
- Strong understanding of DevOps, ITOps, or related technical domains
- Proven ability to build relationships with senior stakeholders
- Bachelor's degree in Business, Technology, or related field
What the job involves
- 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.
- 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
- 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
Salary benchmarks
Our take
PagerDuty helps businesses monitor their tech stacks, manage incidents and alert engineers when things go wrong. Serving more than 10,500 enterprises including customers like GE, Capital One, IBM and Spotify, the company has become a key player in the space.
While it’s best known for its alerting capabilities, PagerDuty has expanded well beyond that over the years, though it’s still a core part of its service. For example, the company released AIOps services that aim to help businesses reduce the amount of noisy and unnecessary alerts. All-in-all, PagerDuty has become an essential product for DevOps teams, which has greatly contributed to its success.
In 2022, the company was recognized in the Regional and Global AWS Partner Awards as playing a key role in driving innovation and building solutions for the space. Off the back of post-IPO funding, it has continued to release new features and update its core products, towards proving cutting-edge services into the future.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Sep 2018
$90m
SERIES D
Apr 2017
$43.8m
SERIES C
Total funding: $173.6m
Company benefits
- 20 hours per year of paid volunteer time
- Health insurance
- Wellness Days and mid-year Wellness Week: extra time off for whole company to unplug and recharge at the same time
- Generous paid parental leave and return to work policy to help with transition back
- Generous paid time off
- Hands-on career and leadership development programs
- Flexible workplace/WFH
Company HQ
SoMa, San Francisco, CA
Leadership
Alex Solomon
(GM (Platform))Previously an Engineer at Amazon. Was also CEO at PagerDuty for 10 years
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