Regional Sales Director

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses.

Join us. At PagerDuty, you'll tackle complex problems, collaborate with kind and ambitious people, and help build a more equitable world—all in a flexible, award-winning workplace.

PagerDuty seeks a strategic and results-driven Regional Sales Director to lead our Enterprise Sales team of Account Executives who manage complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the AVP Sales, you will guide AEs who each manage 12-20 key accounts with $500M+ in revenue, balancing new logo acquisition and existing account growth strategies.

As Regional Director, you will be responsible for recruitment, enablement, and sales execution for Enterprise AEs who drive hunting and farming motions. You'll oversee revenue growth through new business acquisition and existing account expansion while fostering customer success across the Enterprise business ($2B+ Revenue). The ideal candidate will have a proven track record of exceeding sales leadership targets and scaling high-performing teams that excel in new logo acquisition and account growth.

At PagerDuty, we recognize that our greatest asset is our team. Our sales leadership team is committed to building a winning sales culture and creating an environment where every AE feels empowered to run his/her franchise winning complex deals, and owning relationships at the executive level (VP+).

Key Responsibilities:

Leadership & Development:

• 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 and win new logo and 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..

Strategy & Execution:

• Develop comprehensive territory strategies aligning with new logo acquisition targets and 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 BDR programs.
• Establish frameworks for AEs to manage 12-20 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..
• Manage pipeline 4 quarters ahead to ensure healthy pipeline with 3X 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 both new logo acquisition and existing account management
• 5+ years enterprise sales leadership experience with handling complex, multi-product solutions with a record of successful performance
• Proven ability to coach AEs on executive-level engagement (VP+) and complex stakeholder management
• Experience driving adoption of formal sales methodologies
• Track record of accurately forecasting new and expansion business

Preferred Qualifications:

• Previous experience leading teams using multiple sales methodologies (MEDDIC, TAS, SPIN, CoM, Challenger)
• Experience developing sales strategies for Fortune 500 and Global 2000 accounts

The base salary range for this position is 168,000 - 231,000 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-relat