PagerDuty Greater London, England, United Kingdom
Overview
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
* 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
* 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
* 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
* 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
Location and Work Model
PagerDuty is a flexible, hybrid workplace. We encourage in-person collaboration as part of our culture. This role is expected to come into the London office 1-2 times per week.
How We Work
Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.
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
Equal Opportunity
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. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty\'s Privacy Policy. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs. PagerDuty uses the E-Verify employment verification program.
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