Why This Job is Featured on The SaaS Jobs
This Director, Commercial Sales role sits squarely in the enterprise SaaS expansion motion, where growth is driven less by net new logos and more by deepening adoption across an installed base. With a focus on Fortune 500 and Global 2000 accounts and multi product sales cycles, it reflects the reality of mature SaaS go to market teams: complex stakeholder maps, rigorous qualification, and outcomes based business cases that stand up to procurement and budget scrutiny.
For a SaaS sales leader, the career signal here is operational discipline at scale. Running a team on consistent cadence, forecasting multiple quarters out, and institutionalising methodologies like MEDDPICC and Command of the Message builds skills that transfer across enterprise SaaS environments. The emphasis on upsell, cross sell, and account development also develops a stronger understanding of retention economics and expansion levers that increasingly define modern SaaS revenue leadership.
This role tends to suit managers who enjoy coaching experienced AEs while staying close to deal strategy and inspection. It will appeal to leaders who like structured systems, cross functional alignment, and executive level selling, and who want their next step to be measured by predictable expansion performance rather than logo volume.
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 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
Key Responsibilities:
Leadership & Development:
- 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.
Strategy & Execution:
- 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.
Operational Excellence:
- 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.
Basic Qualifications:
- 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
Preferred Qualifications:
- 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 119,000 - 181,500 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.
