Director, Commercial Sales Remote (USA)

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. Key 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. 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. Compensation 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. Benefits 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 Mental wellness programs *Eligibility may vary by role, region, and tenure Equal Opportunity 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. 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