Sales Development Representative

PagerDuty is a leader in Digital Operations Management, helping organizations deliver perfect digital experiences. They are seeking a Sales Development Representative to generate new business opportunities through inbound and outbound efforts, focusing on prospecting and qualifying leads to build a pipeline for Account Executives.

Responsibilities:

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

Requirements:

• 1-2+ years strong background in lead generation and prospecting
• 1+ year experience with common SaaS software tools: SFDC, Outreach / Salesloft, Tableau, DemandBase / 6Sense
• Proven ability to quickly gain trust with senior leaders, internal and external
• Highly organized with exceptional follow-up skills
• Passion for cloud technologies