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 Australia Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates 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 ac