At a Glance
- Tasks: Drive new business and expand accounts in the mid-market segment.
- Company: Join PagerDuty, a leader in tech solutions with a vibrant culture.
- Benefits: Enjoy competitive salary, flexible work, and generous paid time off.
- Other info: Flexible hybrid workplace with excellent career growth opportunities.
- Why this job: Make an impact by acquiring new clients and building lasting relationships.
- Qualifications: 2-4 years in B2B software sales with a focus on mid-market success.
The predicted salary is between 50000 - 70000 £ per year.
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
- Prioritise opportunities effectively to maximise 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. 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!
Benefits
- Competitive salary
- Comprehensive benefits package
- 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
PagerDuty 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.
Mid Market Account Executive employer: PagerDuty, Inc.
PagerDuty is an exceptional employer that fosters a dynamic and inclusive work culture, particularly for the Mid-Market Account Executive role based in London. With a strong emphasis on employee growth, we offer comprehensive benefits, flexible work arrangements, and unique wellness initiatives, ensuring our team members thrive both personally and professionally. Join us to leverage cutting-edge technology in a supportive environment where your contributions directly impact our success and the satisfaction of our clients.
