Overview

PagerDuty seeks a strategic and results-driven Regional Sales Director to lead our Enterprise Sales team of Account Executives who manage complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the AVP Sales, you will guide AEs who manage 12-20 key accounts with $500M+ in revenue, balancing new logo acquisition and existing account growth strategies. You will be responsible for recruitment, enablement, and sales execution for Enterprise AEs who drive hunting and farming motions, overseeing revenue growth through new business acquisition and existing account expansion while fostering customer success across the Enterprise business ($2B+ Revenue).

The ideal candidate will have a proven track record of exceeding sales leadership targets and scaling high-performing teams that excel in new logo acquisition and account growth. Our sales leadership team is committed to building a winning sales culture and creating an environment where every AE feels empowered to own relationships at the executive level (VP+).

Base pay and compensation

Base pay range: $168,000.00/yr - $231,000.00/yr. This role may also be eligible for bonus, commission, equity, and/or benefits. Our base salary ranges are determined by role, level, and location, and you will receive specifics during the hiring process.

Key Responsibilities

• Lead a team of Enterprise Account Executives to consistently meet monthly, quarterly and annual sales targets.
• Collaborate with cross-functional leaders to meet sales targets and efficiently qualify and win new logo and existing account expansion opportunities.
• Coach AEs to orchestrate internal resources and lead value-based sales cycles, articulate PagerDuty's unique value proposition to executive stakeholders, and deliver predictable business through forecasting and pipeline management.
• Ensure AEs execute strategic account plans to protect and grow revenue by understanding the customer’s strategic priorities, organizational structure, and decision authority.

Strategy & Execution

• Develop comprehensive territory strategies aligned with new logo acquisition targets and existing account growth within the Enterprise segment.
• Guide AEs in building pipeline and demand leveraging inbound and outbound prospecting methods, including marketing, alliances, and BDR programs.
• Establish frameworks for AEs to manage 12-20 key accounts portfolios with high customer engagement and satisfaction.

Operational Excellence

• Drive adoption of PagerDuty's MEDDPICC opportunity qualification and "Command of the Message" sales methodology through a consistent weekly operating cadence.
• Manage pipeline four quarters ahead to ensure healthy coverage and progress opportunities to closure by the forecasted close date.
• Performance management to attract and retain top sales talent.

Qualifications

Basic Qualifications

• 8+ years of quota-carrying field experience in enterprise software and SaaS sales, with success in both new logo acquisition and existing account management.
• 5+ years enterprise sales leadership experience handling complex, multi-product solutions with a track record of high performance.
• Proven ability to coach AEs on executive-level engagement (VP+) and complex stakeholder management.
• Experience driving adoption of formal sales methodologies.
• Track record of accurately forecasting new and expansion business.

Preferred Qualifications

• Experience leading teams using multiple sales methodologies (MEDDIC, TAS, SPIN, CoM, Challenger).
• Experience developing sales strategies for Fortune 500 and Global 2000 accounts.

About PagerDuty: PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform for business resilience and operational efficiency. This description reflects the responsibilities, compensation and general expectations for the role as publicly posted.

Other: PagerDuty is an equal opportunity employer. We provide accommodations for qualified individuals with disabilities in the job application process. Your privacy is important to us, and you may contact accommodation@pagerduty.com for accessibility needs.