Director, Commercial Sales

at PagerDuty in Phoenix, Arizona, United States

Job Description

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 Director, Territory Executive to lead our Territory 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 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.

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. You and your team will successfully 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

Key Responsibilities:

Leadership & Development:

+ Lead a team of Territory 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.

Strategy & Execution:

+ 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.

Operational Excellence:

+ 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.

Basic Qualifications:

+ 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

Preferred Qualifications:

+ Previous experience leading teams using multiple sales methodologies (MEDDPICC, TAS, SPIN, CoM, Challenger)

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

The base salary range for this position is 119,000 – 181,500 USD. This role may also be eligible for bonus, commission, equity, and/or 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 (https://careers.pagerduty.com/jobalerts) !

Where we work

PagerDuty operates a hybrid work model with offices (https://careers.pagerduty.com/locations) 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:

Location restrictions:

Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia

Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon

United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming

Candidates must reside in an eligible location, which vary by role.

How we work

Our values (https://careers.pagerduty.com/#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 give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their 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, including country-specific offerings, on our benefits site (https://careers.pagerduty.com/global-benefits) .

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