PagerDuty, Inc.

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Half of the Fortune 500 and nearly 70% of the Fortune 100 trust PagerDuty as essential infrastructure. 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. 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. Key Responsibilities: 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 Basic Qualifications: 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 Preferred Qualifications: 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 PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning. This role is expected to come into our London office 1-2 times per week, so you can thrive in your new role and fully embrace being a Dutonian! Hesitant to apply? 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. If this just isn't the right role or time - sign up for job alerts ! Where we work PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in: Location restrictions: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role. How we work Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian. What we offer As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site . Your package may include: Competitive salary Comprehensive benefits package from day one Flexible work arrangements Company equity ESPP (Employee Stock Purchase Program) Retirement or pension plan Generous paid vacation time Paid holidays and sick leave Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws) Paid volunteer time off: 20 hours per year Company-wide hack weeks Mental wellness programs Eligibility may vary by role, region, and tenure About PagerDuty PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management, enabling customers to achieve operational efficiency at scale with the PagerDuty Operations Cloud. The PagerDuty Operations Cloud combines AIOps, Automation, Customer Service Operations and Incident Management with a powerful generative AI assistant to create a flexible, resilient and scalable platform to increase innovation velocity, grow revenue, reduce cost, and mitigate the risk of operational failure. Half of the Fortune 500 and nearly 70% of the Fortune 100 rely on PagerDuty as essential infrastructure for the modern enterprise. PagerDuty is Great Place to Work-certified, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. Go behind-the-scenes on our careers site on Instagram. Additional Information PagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email and we will work with you to meet your accessibility needs. PagerDuty uses the E-Verify employment verification program.