Sales Development Representative

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.

About the job

PagerDuty is seeking a Sales Development Representative to join our diverse, customer-focused team. In this role, you will report to our Manager, Commercial Sales Development. Your focus will be on generating new business opportunities through inbound and outbound motions among a group of accounts that fit our ideal customer profile. Daily responsibilities include researching, prospecting, qualifying leads, and initiating conversations to help build a pipeline for our Account Executives.

Do you have a proven track record of success working with new logo accounts? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about technology, has experience in lead generation for complex solutions, and can provide consultative guidance in early sales conversations. If you possess excellent time management skills, understand how to qualify opportunities effectively, and are energized by building pipeline, we would love to talk to you!

Key Responsibilities

Value Selling – Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges.

• Understanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities
• Aligning use cases with the appropriate service offering
• Quickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method

Sales Effectiveness – Establishing, overseeing, and maintaining genuine connections with prospects

• Develops a proactive point of view on solutions based on customer's biggest pain points
• Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision
• Ensuring complete customer satisfaction in all interactions

Sales Execution – Ensuring that one’s own and others’ work and information are complete and accurate; careful preparation for meetings and outreach; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives

• Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)
• Qualifying inbound and outbound opportunities to support Account Executives
• Prioritizing accounts and allocating appropriate outreach efforts

Basic Qualifications

• 1-2+ years strong background in lead generation and prospecting
• 1+ year experience with common SaaS software tools:
• SFDC
• Outreach / Salesloft
• Tableau
• DemandBase / 6Sense

Preferred Qualifications

• Proven ability to quickly gain trust with senior leaders, internal and external
• Highly organized with exceptional follow-up skills
• Passion for cloud technologies

The base salary range for this position is 45,000 - 50,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

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.