Director of Commercial Sales, PagerDuty

• 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
• We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application

Desirable

• PagerDuty seeks a strategic and results-driven Director, Territory Executive to lead our Territory Account Executive (TE) Sales team who drive complex, multi-product sales cycles with Fortune 500 and Global 2000 companies
• Reporting to the VP, Sales, you will guide a North American team of Account Executives, each managing regional territories, with existing key accounts with >$100k in ARR and high growth accounts, focusing on growth strategies through upsell, cross-sell, and account development
• This team is empowered to win complex deals, build and sustain long term relationships with VP+/C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling
• 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
• 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
• 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
• 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