Business Development Representative - San Francisco

PagerDuty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the PagerDuty 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, PagerDuty 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 PagerDuty

PagerDuty is a global leader in digital operations management, trusted by over 30,000 organizations—including 70% of the Fortune 100—to keep their critical digital systems running. Built for enterprise reliability with 99.99% availability and 750+ ecosystem integrations, our platform empowers teams to prevent and resolve business-impacting incidents rapidly.

Overview of the Role

PagerDuty is seeking a Business Development Representative to join our sales team. Reporting to a Manager of Business Development, you will collaborate closely with Account Executives to build outbound pipeline and generate growth across net-new accounts.

This is a unique, high-impact opportunity focused on driving greenfield business. Beyond prospecting, you will gain hands-on, direct closing experience by managing and closing smaller, transactional deals—accelerating your path toward a full-cycle Account Executive career.

Who You Are

We are looking for an ambitious professional who thrives in a fast-paced environment. To succeed in this role, you should be:

• Hungry & Goal-Oriented: Driven to exceed targets, take on new challenges, and grow your sales career.

• Coachable: Eager to learn, seek feedback, and continually refine your sales craft.

• Self-Started & Disciplined: Possess the internal drive to manage your time effectively and execute daily prospecting routines with consistency.

Work Location

This position follows a hybrid model with a minimum requirement of 2 days per week in our San Francisco office. Co-located collaboration allows our team to build strong working relationships, accelerate learning, and share best practices.

Key Responsibilities

Outbound Prospecting & Pipeline Generation

• Execute modern outbound prospecting strategies across phone, email, social, and video channels to generate qualified pipeline in greenfield accounts.

• Conduct discovery calls with practitioners and management-level stakeholders to uncover pain points and qualify prospective opportunities.

• Adapt quickly to the Command of the Message (COM) framework and customer-centric value-selling methodologies.

Direct Selling & Closing

• Manage full-cycle sales opportunities for transactional and velocity deals (e.g., smaller ARR/add-on opportunities), guiding prospects from initial discovery through contract signature to gain direct closing experience.

• Effectively communicate PagerDuty’s core value proposition, demonstrating business impact beyond features and price.

Sales Operations & Execution

• Maintain accurate account data, pipeline tracking, and sales records.

• Leverage our modern tech stack to research accounts and optimize outbound outreach.

Tech Stack

You will work with leading sales and AI productivity tools, including:

• ZoomInfo

• LinkedIn Sales Navigator

• Gong Engage

• Demandbase

• Claude & Gemini

• Salesforce

Qualifications

Basic Qualifications

• Ability to execute consistent, high-volume daily outbound outreach across phone, email, and social channels.

• Excellent written and verbal communication skills with the confidence to engage technical practitioners and management decision-makers.

• Strong organizational and prioritization skills to handle multi-touch sequences and pipeline tracking efficiently.

• Ability to work from our San Francisco office a minimum of 2 days per week.

Preferred Qualifications

• 1–2 years of experience in outbound sales prospecting, lead generation, or business development.

• Prior experience in a SaaS or technology sales environment.

• Familiarity with sales engagement, revenue intelligence, and prospecting tools (e.g., Salesforce, Sales Navigator, Gong Engage).

• BA/BS degree or equivalent practical experience.

Compensation & Benefits

Base Salary Range: $58,500 – $61,750 USD (plus commission/variable incentive compensation).

Actual compensation depends on candidate location, relevant experience, and skills. Full details regarding commissions, equity, and benefits will be provided during the interview process.

Hesitant to apply?

We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn’t the right role or time - sign up for job alerts!

Where we work

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in:

Location restrictions: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western AustraliaCanada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, YukonUnited States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, WyomingCandidates must reside in an eligible location, which vary by role.

How we work

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.

What we offer

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site.

Your package may include:

• Competitive salary

• Comprehensive benefits package

• Flexible work arrangements

• Company equity*

• ESPP (Employee Stock Purchase Program)*

• Retirement or pension plan*

• Generous paid vacation time

• Paid holidays and sick leave

• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO

• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*

• Paid volunteer time off: 20 hours per year

• Company-wide hack weeks

• Mental wellness programs

*Eligibility may vary by role, region, and tenure

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses

PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2.

Go behind-the-scenes on our careers site and @pagerduty on Instagram.

Additional Information

PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.

PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.

PagerDuty uses the E-Verify employment verification program.