Sales Development Representative

Pager Duty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the Pager Duty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, Pager Duty is the industry standard for organizations scaling resilient, autonomous operations.

Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more. We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform.

About the job

Pager Duty 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!

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 Pager Duty 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 Pager Duty'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 time frames, and next steps (MEDDICC Framework)
• Qualifying inbound and outbound opportunities to support Account Executives
• Prioritizing accounts and allocating appropriate outreach efforts

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

• Proven ability to quickly gain trust with senior leaders, internal and…