Sales Development Representative

<div class="content-intro"><p>PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization.</p></div><p>PagerDuty is seeking a&nbsp;<strong>Sales Development Representative</strong> 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.</p> <p>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!</p> <h3><strong>Key Responsibilities</strong></h3> <p><strong>Value Selling</strong> – 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.</p> <ul> <li>Understanding the problems and focus areas of your stakeholders and effectively communicating how PagerDuty will support and address those company priorities</li> <li>Aligning use cases with the appropriate service offering</li> <li>Quickly adapting to the Command of the Message (COM) selling model and employing solution selling/customer-centric sales method</li> </ul> <p><strong>Sales Effectiveness</strong> – Establishing, overseeing, and maintaining genuine connections with prospects</p> <ul> <li>Develops a proactive point of view on solutions based on customer's biggest pain points</li> <li>Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision</li> <li>Ensuring complete customer satisfaction in all interactions</li> </ul> <p><strong>Sales Execution</strong> – 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</p> <ul> <li>Prospecting - calling and emailing executives at senior levels across various lines of business using scaled techniques and tools</li> <li>Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC Framework)</li> <li>Qualifying inbound and outbound opportunities to support Account Executives</li> <li>Prioritizing accounts and allocating appropriate outreach efforts</li> </ul> <h3><strong>Basic Qualifications</strong></h3> <ul> <li>1-2+ years strong background in lead generation and prospecting</li> <li>1+ year experience with common SaaS software tools:</li> <ul> <li>SFDC</li> <li>Outreach / Salesloft</li> <li>Tableau</li> <li>DemandBase / 6Sense</li> </ul> </ul> <h3><strong>Preferred Qualifications</strong></h3> <ul> <li>Proven ability to quickly gain trust with senior leaders, internal and external</li> <li>Highly organized with exceptional follow-up skills</li> <li>Passion for cloud technologies</li> </ul> <p cla