Regional Sales Director

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 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 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..

Strategy & Execution:

• 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.

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  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

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