Regional Sales Director

Overview

PagerDuty, Inc. (NYSE : PD) is a global leader in digital operations management. 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.

Join us. At PagerDuty, you\'ll tackle complex problems, collaborate with kind and ambitious people, and help build a more equitable world—all in a flexible, award-winning workplace.

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 each manage 12-20 key accounts with $500M+ in revenue, balancing new logo acquisition and existing account growth strategies. As Regional Director, you will be responsible for recruitment, enablement, and sales execution for Enterprise AEs who drive hunting and farming motions. You\'ll oversee 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.

At PagerDuty, we recognize that our greatest asset is our team. Our sales leadership team is committed to building a winning sales culture and creating an environment where every AE feels empowered to run his / her franchise, own relationships at the executive level (VP+), and win complex deals.

Key Responsibilities

Leadership & Development : 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 through understanding the customer\'s business priorities, organizational structure and decision authority.

Strategy & Execution : Develop comprehensive territory strategies aligning with new logo acquisition targets and existing account growth objectives 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 while maintaining 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 4 quarters ahead to ensure healthy pipeline with 3X coverage to plan, and ensure opportunities are progressing to closure by the forecasted close date.

Performance management to attract and retain top sales talent.

Basic Qualifications

8+ years of quota-carrying field experience in enterprise software and SaaS sales, with demonstrated success in both new logo acquisition and existing account management.

5+ years enterprise sales leadership experience with handling complex, multi-product solutions and a track record of successful 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

Previous experience leading teams using multiple sales methodologies (MEDDIC, TAS, SPIN, CoM, Challenger).

Experience developing sales strategies for Fortune 500 and Global 2000 accounts.

The base salary range for this position is 168,000 - 231,000 USD. This role may also be eligible for bonus, commission, equity, and / or benefits.

Compensation and Benefits

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills / competencies and experience. Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring 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 certain locations. Location restrictions vary by region.

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 guide development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand responsibilities, prioritize 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 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

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. PagerDuty is trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, and 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.

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