Director, Commercial Sales

Job OverviewPagerDuty seeks a strategic and results-driven Director, Territory Executive to lead our Territory Account 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 Account 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 ResponsibilitiesLead 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 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.Basic Qualifications8+ 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 QualificationsPrevious experience leading teams using multiple sales methodologies (MEDDPICC, TAS, SPIN, CoM, Challenger).Experience developing sales strategies for Fortune 500 and Global 2000 accounts.CompensationThe 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.BenefitsCompetitive salaryComprehensive benefits packageFlexible work arrangementsCompany equityEmployee Stock Purchase ProgramRetirement or pension planGenerous paid vacation timePaid holidays and sick leaveDutonian Wellness Days & HibernationDuty – company-wide paid days off in addition to PTOPaid 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 yearCompany-wide hack weeksMental wellness programs*Eligibility may vary by role, region, and tenure.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.J-18808-Ljbffr