Why This Job is Featured on The SaaS Jobs
Why this Role is Featured on The SaaS Jobs
Mid-market selling sits at a pivotal point in the SaaS ecosystem, where buyers are large enough to demand rigor but still move with meaningful urgency. This Account Executive role at PagerDuty is anchored in that segment, with ownership across net-new acquisition and early expansion. The remit signals a revenue motion built around repeatable process, modern tooling, and structured qualification, which are increasingly standard in mature SaaS go-to-market teams.
For a SaaS sales professional, the long-term career value comes from building full-cycle discipline while learning how “land and expand” actually operates after the first contract. Exposure to formal methodologies like MEDDICC and a defined messaging framework helps develop transferable skills that travel well across SaaS categories, particularly where technical and business stakeholders both influence decisions. The emphasis on pipeline hygiene and forecasting also supports progression into larger territories, enterprise roles, or leadership tracks.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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
- Prioritize opportunities effectively to maximize 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. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.
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!
