Why This Job is Featured on The SaaS Jobs
This Regional Sales Director role stands out in the SaaS landscape because it sits at the enterprise expansion layer where durable recurring revenue is won or lost. The remit centers on growing existing Fortune 500 and Global 2000 accounts through multi product adoption, which is a defining motion for mature SaaS businesses that have moved beyond initial land and are optimizing for retention, depth, and platform pull through.
From a SaaS career perspective, the position offers repeated exposure to the mechanics that translate across leading software companies: running disciplined forecasting, shaping account plans that map to executive priorities, and driving consistent qualification standards across a team. The emphasis on formal methodologies and a structured operating cadence signals a role where process, coaching, and inspection are core to performance, not optional add ons.
The role is best suited to a sales leader who prefers operating through systems and repeatable frameworks, and who enjoys developing experienced enterprise sellers while staying close to complex deal strategy. It will appeal to professionals who want to specialize in expansion leadership, multi stakeholder navigation, and portfolio management inside large account territories within a SaaS environment.
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 an Enterprise Sales team of Account Executives who manage complex, multi-product sales cycles with Fortune 500 and Global 2000 companies. Reporting to the VP, Sales, you will guide AEs each managing territories with key accounts of >$300,000 in spend or high growth potential, focusing on existing account growth strategies through upsell, cross-sell, and strategic account development. This team is empowered to run their franchise, winning complex deals, building and sustaining long term relationships with VP+/C-level executives and decision-making stakeholders through weekly/monthly in-person engagement and consultative selling.
As Regional Sales Director, 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 the Enterprise business (typically exceeding $2B Revenue). 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 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 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:
- Lead the team to develop comprehensive territory strategies aligning with 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 other programs.
- Establish frameworks for AEs 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 AEs including 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 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.
