Federal Account Executive, FSI

About the role

PagerDuty is seeking a Federal Systems Integrator (FSI) Account Executive to drive strategic growth across top-tier FSIs. In this capacity, you will partner with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expand adoption across their portfolios. You will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions. This is a high-impact opportunity to scale PagerDuty's public sector presence, close high-value deals, and lead complex cloud sales within the federal ecosystem. You will own a defined book of business within the FSI channel, translating customer mission needs into PagerDuty value propositions. You will act as a trusted advisor, guiding integrator leaders through strategic planning and procurement cycles. Success in this role requires fluency in federal selling dynamics and the ability to navigate multi stakeholder environments. You will leverage data and insights to prioritize accounts and shape long term growth strategies.

Key facts

What you'll do

Drive adoption of PagerDuty's Operations Cloud by articulating clear business value and ROI to FSI executive stakeholders.

Own and grow a defined set of Federal Systems Integrator accounts through upsell, cross-sell, and expansion opportunities within portfolio programs.

Execute complex, multi product sales motions while partnering with Solution Consultants for technical validation and proof of concept activities.

Build and maintain trusted senior relationships through regular in person engagement and consultative selling with FSI leadership teams.

Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDPICC framework to ensure transparent visibility.

Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long term retention.

Develop and execute strategic account plans that identify growth areas, expansion pathways, and competitive positioning for FSI programs.

Influence procurement and contracting discussions by aligning PagerDuty capabilities with federal requirements and integrator proposal strategies.

Support bid and response activities by providing subject matter expertise and customer outcome narratives for integrator led bids.

Champion AIOps and automated incident response narratives to address mission critical use cases within federal operating environments.

Identify new use cases and workflow integrations that expand PagerDuty footprint across integrator solution stacks and service offerings.

Requirements

8+ years of experience in public sector and or FSI sales, account management, or expansion roles within SaaS or cloud software.

Proven success managing a quota in complex, long cycle federal sales environments.

Demonstrated experience selling to and influencing senior executives at top tier FSIs.

Proficiency with Salesforce SFDC for pipeline management and forecasting.

Bachelor's degree or equivalent experience.

Clear understanding of federal sales cycles, procurement processes, and the FSI ecosystem.

Ability to travel as needed for in person engagements with integrator teams and government stakeholders.

Willingness to work within the time zones and constraints of US federal customers.

Nice to have

Prior enterprise sales expertise leveraging MEDDPICC and Value Selling.

Experience managing high value accounts within the FSI ecosystem.

Experience selling within a federal systems integrator channel, including integrator partners and partner sales models.

Strong understanding of the FSI ecosystem and federal procurement cycles, Operations Cloud, or DevOps environments.

Strategic thinker with exceptional communication, negotiation, and relationship building skills.

No current clearance required. Active TS/SCI level clearance OR ability to obtain and maintain a security clearance would be beneficial.

Practical notes

The base salary range for this position is 130,000 154,000 USD. This role may also be eligible for bonus, commission, 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 education, relevant experience, skill set, and geographic location. This role reports to the Federal Sales leadership and is eligible for performance based incentives. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.