Federal Account Executive, FSI
PagerDuty•Washington, DC
•$130,000 - $154,000•Hybrid
About The Position
PagerDuty is seeking a Federal Systems Integrator (FSI) Account Executive (AE) to drive strategic growth across top-tier FSIs. In this role, you will partner with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expand adoption across their portfolios. You will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions. This is a high-impact opportunity to scale PagerDuty’s public sector presence, close high-value deals, and lead complex cloud sales within the federal ecosystem.
Requirements
- 8+ years of experience in public sector and/or FSI sales, account management, or expansion roles within SaaS or cloud software.
- Proven success managing a quota in complex, long-cycle federal sales.
- Demonstrated experience selling to and influencing senior executives at top-tier FSIs.
- Proficiency with Salesforce (SFDC) for pipeline management and forecasting.
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Expertise applying MEDDICC and Command of the Message (COM) methodologies.
- Experience managing high-value accounts within the FSI ecosystem.
- Experience selling within a federal systems integrator (FSI) channel (integrator partners, partner sales models, selling directly within integrator-led programs).
- Strong understanding of the FSI ecosystem and federal procurement cycles, Operations Cloud, or DevOps environments.
- Strategic thinker with exceptional communication, negotiation, and relationship-building skills.
- No current clearance required. Active TS/SCI level clearance OR ability to obtain and maintain a security clearance would be beneficial.
Responsibilities
- Own and grow a defined set of Federal Systems Integrator (FSI) accounts by driving upsell, cross-sell, and expansion opportunities.
- Build and maintain trusted senior relationships through regular in-person engagement and consultative selling.
- Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning.
- Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI.
- Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities.
- Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework.
- Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention.
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
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
Upload and Match Resume
What This Job Offers
Job Type
Full-time
Career Level
Senior
