Why This Job is Featured on The SaaS Jobs
Enterprise SaaS revenue leadership roles are most instructive when they sit at the intersection of multi-product positioning, rigorous deal methodology, and long-cycle stakeholder management. This Regional Sales Director remit stands out because it is explicitly anchored in complex, portfolio-style selling to large enterprises, where expansion and new logo motions must coexist within a single operating cadence.
From a SaaS career perspective, the role builds durable leadership muscles that translate across categories: forecasting discipline, repeatable pipeline systems, and coaching teams to run structured qualification frameworks. Managing a book of strategic accounts through multiple buying committees also sharpens an operator’s ability to connect product value to business outcomes—an increasingly central skill as SaaS vendors broaden into platforms rather than point solutions.
This position will fit sales leaders who prefer working through others—developing Account Executives, setting expectations, and tightening execution through process rather than heroics. It is also well suited to professionals who enjoy enterprise complexity: executive-level conversations, multi-threaded deal management, and consistent inspection of pipeline health over several quarters.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
PagerDuty seeks a strategic and results-driven Regional Sales Director to lead our Enterprise Sales team of Account Executives who manage complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the AVP Sales, you will guide AEs who each manage 12-20 key accounts with $500M+ in revenue, balancing new logo acquisition and existing account growth strategies.
As Regional Director, you will be responsible for recruitment, enablement, and sales execution for Enterprise AEs who drive hunting and farming motions. You'll oversee revenue growth through new business acquisition and existing account expansion while fostering customer success across the Enterprise business ($2B+ Revenue). The ideal candidate will have a proven track record of exceeding sales leadership targets and scaling high-performing teams that excel in new logo acquisition and account growth.
At PagerDuty, we recognize that our greatest asset is our team. Our sales leadership team is committed to building a winning sales culture and creating an environment where every AE feels empowered to run his/her franchise winning complex deals, and owning relationships at the executive level (VP+).
Key Responsibilities:
Leadership & Development:
- Lead a team of Enterprise Account Executives to consistently meet monthly, quarterly and annual sales targets.
- Work collaboratively with cross-functional leaders to meet sales targets and efficiently qualify and win new logo and existing account expansion opportunities.
- Coach AEs to orchestrate internal resources and lead value-based sales cycles, articulate PagerDuty's unique value proposition to executive stakeholders and deliver predictable business through forecasting and pipeline management. .
- Ensure that AEs are 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..
Strategy & Execution:
- Develop comprehensive territory strategies aligning with new logo acquisition targets and existing account growth objectives within the Enterprise segment.
- Guide AEs in building pipeline and demand leveraging inbound and outbound prospecting methods, including marketing, alliances, and BDR programs.
- Establish frameworks for AEs to manage 12-20 key accounts portfolios while maintaining high customer engagement and satisfaction levels.
Operational Excellence:
- Drive adoption of PagerDuty's MEDDPICC opportunity qualification and "Command of the Message" sales methodology through a consistent weekly operating cadence..
- Manage pipeline 4 quarters ahead to ensure healthy pipeline with 3X 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.
Basic Qualifications:
- 8+ years of quota-carrying field experience in enterprise software and SaaS sales, with demonstrated success in both new logo acquisition and existing account management
- 5+ years enterprise sales leadership experience with handling complex, multi-product solutions with a record of successful performance
- Proven ability to coach AEs on executive-level engagement (VP+) and complex stakeholder management
- Experience driving adoption of formal sales methodologies
- Track record of accurately forecasting new and expansion business
Preferred Qualifications:
- Previous experience leading teams using multiple sales methodologies (MEDDIC, TAS, SPIN, CoM, Challenger)
- Experience developing sales strategies for Fortune 500 and Global 2000 accounts
The base salary range for this position is 168,000 - 231,000 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.
