Director, Commercial Sales

PagerDuty

7d • Hybrid

About The Position

PagerDuty is seeking a strategic and results-driven Director, Territory Executive to lead their Territory Account Executive (TE) Sales team. This team is responsible for driving complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the VP, Sales, the Director will guide a North American team of Account Executives who manage regional territories with existing key accounts and high growth accounts. The focus will be on growth strategies through upsell, cross-sell, and account development. The team is empowered to win complex deals, build long-term relationships with VP+/C-level executives, and engage through weekly/monthly in-person interactions and consultative selling. The role involves building a winning sales culture through recruitment, enablement, and sales execution, overseeing revenue growth through existing account expansion, and fostering customer success. The team will drive Operations Cloud conversions and multi-product adoption by applying PagerDuty's Command of Message methodology, understanding customer financial priorities and budget cycles, and crafting cost-justified proposals that demonstrate high-value outcomes.

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 Haves

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

Responsibilities

• 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.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed