We are seeking a strategic, execution-obsessed leader to architect and scale our high-velocity commercial sales engine. You'll lead a small high-performing velocity team while reimagining how we acquire and grow customers through digital-first, AI-powered workflows that prioritize self-service and automation before human intervention. Your mission: compress sales cycles, maximize conversion rates, and build a scalable, repeatable motion that turns prospects into customers faster than they thought possible.
This is a builder role for someone who thinks in systems, obsesses over conversion metrics, and knows that the best sales motion is the one customers barely notice—because it's that seamless. You'll deploy agentic tools, intelligent routing, and data-driven playbooks to create a frictionless experience from SDR/BDR outreach through commercial close and expansion, while supporting enterprise pipeline generation and acquisition ith the same velocity mindset.
Key Responsibilities
- Lead and scale a global team of Sales Development Representatives, Business Development Representatives and Sales Representatives focused on commercial (SMB, VSB, MidMarket) acquisition and expansion as well as cover enterprise acquisition
- Develop and execute comprehensive strategies that prioritize agentic tools, automated sequences, and digital engagement
- Own and deliver against new business and expansion revenue forecasts with weekly accuracy and accountability
- Design and implement processes that leverage our agentic SDR tool as the primary driver of initial prospect engagement, qualification, and nurturing while ensuring human sellers step in at optimal conversion points to maximize pipeline efficiency
- Leverage advanced Salesforce capabilities and sophisticated email sequences to create seamless, automated customer journeys
- Partner with our programs team to build and optimize automated email programs, chatbot interactions, and digital touchpoints which span across acquisition and expansion lifecycle moments
- Monitor tool performance (including agentic tools), analyze effectiveness metrics, and continuously refine automated prospecting, qualification, and nurturing workflows
- Establish clear protocols for when and how human reps engage in the sales process, ensuring seamless handoffs from agentic tools to human representatives. Focus human efforts on high-value activities that require personal touch and relationship building
- Work collaboratively with Marketing, Sales Operations, Customer Success, and Product teams to optimize digital lead flow to attain quarterly new + expansion targets
- Establish comprehensive reporting frameworks that provide actionable insights into agentic tool performance, digital engagement metrics, and human intervention points to be shared across Commercial leadership team as well as senior leadership across sales and marketing
- Coach and develop a team of junior sales represenattives to grow their sales careers at PagerDuty and beyond
Required Qualifications
- 5+ years of progressive sales leadership experience with direct responsibility for revenue targets and team management in a B2B SaaS environment, with demonstrated success implementing digital-first sales approaches and automation technologies.
- Demonstrated success in building a high-performing, metrics-driven SDR/BDR function
- Proven track record of owning and consistently delivering against revenue numbers with experience managing forecasting processes and providing accurate weekly pipeline reporting. Success scaling revenue through automated and digital channels.
- Expert-level proficiency with Salesforce.com, sales engagement platforms, and marketing automation tools.
- Hands-on experience implementing and optimizing AI-powered sales development tools, with understanding of how to balance automated engagement with human intervention for maximum effectiveness to attain business new and expand targets.
- Proven ability to design and implement scalable processes that prioritize digital engagement and automation while maintaining high conversion rates and customer experience standards.
- Strong analytical skills with the ability to interpret performance data from both agentic tools and human activities, identifying optimal intervention points and conversion opportunities.
- Education: Bachelor's degree required.
The base salary range for this position is 119,000 - 164,000.00 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.
Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.
PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.
This role is expected to come into our Atlanta office two times per week, so you can thrive in your new role and fully embrace being a Dutonian!
