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Mid Market Account Executive
Mid-Market Account Executive
Location: Hybrid (London, with 1-2 office days per week)
PagerDuty (NYSE: PD) – a leader in Digital Operations Management – helps organisations deliver seamless digital experiences through real-time issue resolution, AI/ML-driven automation, and cross-functional collaboration. With growing adoption across Development, IT, Customer Service, Security, and more, PagerDuty empowers over 13,000 customers (including 60 of the Fortune 100), from GE and Cisco to Netflix, Shopify, and DoorDash.
We’re scaling our AI/ML-powered platform and look for a dynamic Mid-Market Account Executive to drive new business acquisition and account expansion for organisations with $50–$500M revenue.
As part of a commercial team, this role blends hunter and farmer responsibilities, requiring both strategic prospecting and broadening client relationships post-sale. Success here demands B2B software sales expertise, solution-selling acumen, and a consultative approach to mid-market SaaS.
About the Role
PagerDuty is hiring an Account Executive to grow our revenue in the mid-market segment. The role reports to the Regional Sales Manager and spans entire-sales-cycle ownership, from outbound prospecting to land-and-expand strategies. You’ll leverage modern tech stack and data-driven methodologies (e.g., MEDDICC, Command of the Message) to build trusted relationships and consistently hit targets.
This hybrid role expects 1–2 London office days per week. PagerDuty champions a flexible, co-located culture, emphasising connection and innovation—key to delivering exceptional experiences for both customers and employees.
Key Responsibilities
New Business Development
- Prospect and close new mid-market logo deals ($50–$500M revenue) using multi-channel outreach.
- Own the entire sales cycle from initial contact to closing.
- Identify high-potential opportunities via sales intelligence tools (SFDC, Outreach/SalesLoft, DemandBase/6Sense).
- Apply MEDDICC framework to qualify and advance pipeline efficiently.
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Solution Selling
- Master PagerDuty’s Command of the Message (COM) to articulate value proposition for mid-market buyers.
- Conduct discovery to uncover technical and business challenges that PagerDuty solves.
- Tailor solutions to specific pain points via stakeholder mapping.
- Secure consensus across business & technical teams to accelerate decisions.
Account Management & Growth
- Implement land-and-expand strategies for newly acquired accounts.
- Maintain high customer satisfaction through proactive engagement.
- Identify inquiry expansion opportunities within existing portfolios.
- Collaborate with Customer Success to ensure adoption and retention.
Pipeline Management
- Maintain accurate Salesforce pipeline & forecasts.
- Prioritise deals based on revenue potential.
- Balance focus between new logos and account expansion.
- Document every interaction, next-step, and commitment.
Basic Qualifications
- 2–4 years of B2B software sales experience, including new logo acquisition.
- 1–2 years of full sales cycle mid-market SaaS experience.
- Proficiency with Salesforce, Outreach, SalesLoft, Demandbase, or 6Sense.
- Track record of consistently exceeding quotas for inbound/outbound leads.
- Experience enabling technical and business decision-makers to adopt SaaS solutions.
Preferred Qualifications
- Experience with solution-selling frameworks (COM, MEDDICC, Challenger Sales).
- Familiarity with DevOps, ITOps, or related technical domains.
- Proven ability to engage senior stakeholders (CTOs, CIOs, VPs, managers).
- Bachelor’s in Business, Technology, or a related field.
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Why PagerDuty?
PagerDuty fosters a hybrid culture that prioritises collaboration over remote work. Known for flexibility and innovation, we offer:
- Restful paid leave policies, including:
- Parental leave (22 weeks for pregnant, 12 weeks for non-pregnant employees).
- + up to local law norms (e.g., US FMLA, UK maternity standards).
- Generous paid volunteer time: 20 hours/year (on-site or virtual).
- Perks to thrive, including:
- Generous PTO (plus Dutonian Wellness Days).
- Company-stock equity, EspP, and global retirement plans.
- Hack weeks + ventilations to spark creativity.
- A workplace that earned certifications from Great Place to Work and rankings in:
- Fortune Best Workplaces (Millennials & Tech).
- TrustRadius & G2 Top Rated.
Regional eligibility applies (e.g., UK: London/SE). Restricted regions are listed in the original job details for full context.
Diversity, Equity & Inclusion
At PagerDuty, we stand behind equal opportunity. All candidates enjoy non-discrimination protections across race, religion, gender, disabilities, and more. To uphold accessibility, we accept accommodation requests. To initiate support on your application journey, email us at: accommodation@pagerduty.com
Application Path
We encourage you to apply whether you meet all requests or wish to explore a switch. Share your proactive intentions today—whether curious about this role or checking out broader opportunities. For job alerts or致电, sign up at Careers Page.
Follow us for behind-the-scenes glimpses: ▶ @pagerduty on Instagram ▶ PagerDuty Careers Site
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