Regional Sales Director

PagerDuty • San Francisco, CA

2d • Hybrid

About The Position

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. PagerDuty seeks a strategic and results-driven Regional Sales Director to lead an Enterprise Sales team of Account Executives who manage complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the VP, Sales, you will guide AEs each managing territories with key accounts of >$300,000 in spend or high growth potential, focusing on existing account growth strategies through upsell, cross-sell, and strategic account development. This team is empowered to run their franchise, winning complex deals, building and sustaining long term relationships with VP+/C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling. As Regional Sales Director, you will be responsible for building a winning sales culture through recruitment, enablement, and sales execution. You'll oversee revenue growth through existing account expansion while fostering customer success across the Enterprise business (typically exceeding $2B Revenue). You and your team will successfully drive Operations Cloud conversions and multi-product adoption by applying PagerDuty's Command of the 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 AEs including 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 Enterprise Account Executives to consistently meet monthly, quarterly and annual sales targets.
• Work collaboratively with cross-functional leaders to meet sales targets and efficiently qualify 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 that AEs are 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 AEs in building pipeline and demand leveraging inbound and outbound prospecting methods, including marketing, alliances, and other programs.
• Establish frameworks for AEs 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: Manager
• Education Level: No Education Listed