Director, Commercial Sales

Job Overview

Pager Duty 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 Pager Duty'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 Pager Duty'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 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 Pager Duty'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.

• 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.

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

The base salary range for this position is 119, 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‑related knowledge, skills/competencies and experience.

• Competi…