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Director, Commercial Sales

https://www.pagerduty.com Logo

PagerDuty

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Location:
United States

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Category:
Sales

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Contract Type:
Not provided

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Salary:

119000.00 - 181500.00 USD / Year
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Job Description:

PagerDuty seeks a strategic and results-driven Director, Territory Executive to lead our Territory Account Executive (TE) Sales team who drive complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the VP, Sales, you will guide a North American team of Account Executives, each managing regional territories, with existing key accounts with >$100k in ARR and high growth accounts, focusing on growth strategies through upsell, cross-sell, and account development. This team is empowered to win complex deals, build and sustain long term relationships with VP+/C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling.

Job Responsibility:

  • Lead a team of Territory Account Executives to consistently meet or exceed monthly, quarterly and annual sales targets
  • Work collaboratively with cross-functional leaders to meet sales targets and efficiently qualify existing account expansion opportunities
  • Coach the team to orchestrate internal resources and lead value-based sales cycles, articulating PagerDuty's unique value proposition to executive stakeholders and delivering predictable business through forecasting and pipeline management
  • Ensure the team is executing strategic account plans to protect and grow revenue through a deep understanding of the customer’s strategic business priorities, organizational structure and decision authority
  • Lead the team to develop comprehensive territory strategies aligning with existing account growth objectives within the Enterprise segment
  • Guide the team in building pipeline and demand leveraging i marketing, alliances, and other programs
  • Establish frameworks for the team to manage a territory of key accounts portfolios while maintaining high customer engagement and satisfaction levels
  • Drive adoption of PagerDuty's MEDDPICC opportunity qualification and 'Command of the Message' sales methodology through a consistent weekly operating cadence
  • Oversee the team’s pipeline 4 quarters ahead to ensure a healthy pipeline with 4X coverage to plan, and that opportunities are qualified and progressing to closure by the forecasted close date
  • Performance management to attract and retain top sales talent

Requirements:

  • 8+ years of quota-carrying field experience in enterprise software and SaaS sales, with demonstrated success in existing account management
  • 5+ years enterprise sales leadership experience with complex, multi-product solutions with a record of successful performance
  • Proven ability to hire, develop, coach and performance manage a sales team including a strong understanding of our customer’s businesses,executive-level engagement (VP+) and complex stakeholder management
  • Experience driving team adoption of formal sales methodologies
  • Track record of accurately forecasting expansion business

Nice to have:

  • Previous experience leading teams using multiple sales methodologies (MEDDPICC, TAS, SPIN, CoM, Challenger)
  • Experience developing sales strategies for Fortune 500 and Global 2000 accounts
What we offer:
  • 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
  • Paid volunteer time off: 20 hours per year
  • Company-wide hack weeks
  • Mental wellness programs

Additional Information:

Job Posted:
May 05, 2026

Employment Type:
Fulltime
Work Type:
Hybrid work
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