Business Development Representative

About the role

PagerDuty is seeking a Business Development Representative to join our diverse, customer-focused team. You will report to a Manager of Sales Development and function as a key member of a dynamic unit, collaborating closely with talented Account Executives to fuel their pipelines with qualified opportunities. In this role, you will own the initial discovery and qualification of prospects, diving into the heart of the sales cycle to identify issues and opportunities in real time. You will be the first point of contact for target accounts, using your energy to ignite interest and build genuine relationships through a modern approach to outbound prospecting. Your daily work will involve seizing captivating opportunities and ensuring that every interaction moves the conversation toward a solution that delivers transformation and innovation. This position requires a high level of ownership, where your organizational skills will be tested in a fast-paced, high-volume environment that rewards consistency and follow-through. You will be instrumental in representing the PagerDuty brand and demonstrating the value of our platform to support Digital Transformation, Cloud Migration, and DevOps Modernization across a variety of industries.

Key facts

What you'll do

Identify and qualify inbound and outbound leads using a structured discovery process to surface business needs and decision criteria.

Leverage Salesforce, Sales Navigator, Outreach, and Demandbase to research accounts, map stakeholders, and prioritize targets for maximum impact.

Utilize the Command of the Message (COM) selling model and a customer-centric solution-selling methodology to craft compelling narratives around PagerDuty's value.

Engage practitioners and management levels within target accounts through phone, email, video, and social technologies to build trust and credibility.

Demonstrate strong passion for transformation and innovation by articulating how PagerDuty delivers unique business value beyond features and price.

Consistently achieve and exceed sales goals by maintaining a high level of organization and discipline in managing a full pipeline of opportunities.

Employ effective collaboration and time management skills to work efficiently within a team environment and support Account Executives during handoffs.

Use data and insights from sales activities to refine outreach strategies and improve conversion rates over time.

Exhibit ownership of the sales execution process by ensuring all information is complete, accurate, and prepared for meetings and presentations.

Follow up systematically with stakeholders to ensure agreements and commitments are fulfilled, contributing to long-term strategic initiatives.

Adapt quickly to shifting priorities and market feedback to keep prospecting efforts relevant and impactful.

Represent the PagerDuty brand professionally in every interaction, reinforcing trust and reliability with customers and partners.

Support account development strategies by targeting enterprise accounts and expanding relationships within existing customer bases.

Document all customer interactions and outcomes in Salesforce to maintain visibility for the entire sales team.

Requirements

Strong communication and interpersonal skills to effectively engage with potential customers and build relationships.

Strong organizational skills to manage and prioritize multiple leads and opportunities effectively.

Adaptability and a high level of energy to thrive in a fast-paced, dynamic sales environment.

A proven track record of consistently achieving sales goals and success in previous sales roles.

Exceptional collaboration skills to work effectively with cross-functional teams, including Sales, Marketing, and Customer Success.

Excellent time management abilities to handle a high volume of prospects and opportunities without compromising quality.

Comfort using modern sales tools such as Salesforce, Sales Navigator, Outreach, and video conferencing platforms.

Professionalism and a commitment to ethical sales practices, including respect for customer time and transparent communication.

Willingness to embrace coaching and feedback to continuously improve sales techniques and performance.

Ability to work independently and as part of a team, balancing self-driven initiatives with collaborative efforts.

Nice to have

Familiarity with DevOps, Digital Operations Management, or IT operations concepts.

Experience in a business development or sales development role within a SaaS or technology environment.

Understanding of enterprise sales processes and complex stakeholder buying committees.

Practical notes

This is a full-time position based in Atlanta. The role may require travel within the designated territory as determined by business needs. Candidates must be eligible to work in the United States without sponsorship at this time.