Territory Executive

About the role

This role is centered on driving top line growth within a clearly defined set of mid-sized customer accounts. You will act as a trusted advisor, building deep executive level relationships and uncovering strategic business needs. Through this consultative approach, you will expand the utilization of PagerDuty's Operations Cloud to deliver measurable value. The position requires ownership of the entire sales cycle focused on account expansion and portfolio selling. You will translate complex platform capabilities into clear business outcomes for leadership stakeholders. Success in this role depends on your ability to manage a strategic pipeline and forecast with precision. You will be a key driver in helping customers achieve significant operational resilience and business continuity through our platform.

Key facts

What you'll do

• Increase recurring revenue within your assigned territory by selling additional products and expanding usage within existing mid-sized customer accounts.
• Cultivate and maintain direct relationships with executive level decision makers by providing strategic consultative guidance that aligns with their business objectives.
• Create and implement multi year strategic account plans for your territory and individual accounts, identifying primary growth areas and key customer priorities.
• Articulate the total value of PagerDuty's Operations Cloud, ensuring customers recognize and quantify significant business benefits and return on investment.
• Manage a robust sales pipeline in Salesforce, providing accurate and data driven forecasts to support company planning and target setting.
• Collaborate closely with Solution Consultants, Customer Success Managers, Renewal Managers, and Product teams to develop tailored solutions that address complex customer challenges.
• Champion the adoption of PagerDuty's platform by identifying new use cases and driving expansion across technical and business teams within target accounts.
• Leverage the MEDDICC qualification framework to assess deal quality, identify stakeholder motivations, and mitigate risks throughout the sales process.
• Conduct discovery sessions to uncover critical business pain points and map them to appropriate PagerDuty capabilities and services.
• Represent PagerDuty at virtual and in person customer meetings, delivering compelling narratives that highlight operational excellence and business impact.
• Partner with Customer Success to ensure smooth onboarding and adoption, reinforcing the value of the Operations Cloud to secure long term expansion.
• Utilize Salesforce tools and reporting features to maintain up to date records of all customer interactions, decisions, and next steps.

Requirements

• Possess a minimum of 7 years of cumulative experience in B2B sales, account management, or expansion sales roles within the SaaS or enterprise software sectors.
• Demonstrate a consistent and proven track record of meeting or exceeding assigned sales quotas and performance targets over multiple quarters.
• Show a history of successfully influencing and selling to C-level executives, Chief Officers, and technical leaders in complex enterprise environments.
• Have hands on experience using Salesforce for comprehensive pipeline tracking, opportunity management, and accurate forecasting of future revenue.
• Hold a Bachelor's degree from an accredited institution or possess equivalent practical experience that demonstrates a similar level of knowledge and maturity.
• Exhibit strong written and verbal communication skills necessary for crafting high level narratives and executive briefings.
• Display disciplined time management and organizational abilities to manage multiple opportunities and priorities in a fast paced remote setting.
• Have a results oriented mindset with the ability to work independently and take ownership of challenging sales targets.
• Understand the principles of consultative selling and be able to align customer outcomes with PagerDuty's value propositions.
• Be comfortable navigating complex organizational structures and building consensus among multiple stakeholders.
• Commit to adhering to PagerDuty's code of business conduct and ethical standards in all professional interactions.
• Be eligible to work in the United States without requiring current or future work authorization sponsorship.

Nice to have

• Bring prior experience in enterprise sales that utilized the MEDDPICC methodology and value selling frameworks to structure complex deals.
• Show a strong understanding of selling multiple interconnected SaaS products and consultative selling approaches at the enterprise level.
• Have a background selling to fast growing or high potential accounts across the Americas, Europe, Middle East and Africa, Asia Pacific regions, or the Public Sector.
• Demonstrate familiarity with Operations Cloud concepts, DevOps practices, and the challenges of digital operations management.
• Possess highly refined negotiation, presentation, and collaboration skills, consistently focusing on achieving measurable results for customers and the business.

Practical notes

• PagerDuty is currently unable to employ candidates residing in the following states: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, or Wyoming.
• This is a full time position with standard employment benefits applicable to the location and tenure.
• Compensation details were not provided in the source material for this role.
• PagerDuty offers competitive compensation, comprehensive benefits, flexible work arrangements, company equity, ESPP, retirement plans, generous paid time off, wellness days, paid parental leave (22 weeks for pregnant parent, 12 weeks for non pregnant parent), paid volunteer time off, hack weeks, and mental wellness programs. Eligibility for certain benefits may vary by role, region, and tenure.
• PagerDuty uses E Verify for employment verification.
• PagerDuty is committed to providing reasonable accommodations for individuals with disabilities. If you require such an accommodation, please contact accommodation@pagerduty.com to facilitate the process.