Why This Job is Featured on The SaaS Jobs
Territory Executive roles sit at the centre of a mature SaaS growth motion: expanding revenue within an installed base rather than relying solely on new-logo acquisition. In this case, the remit focuses on mid-sized accounts with meaningful expansion potential and a multi-product platform narrative, which is a common pattern for companies that have moved beyond single-feature adoption into broader operational workflows.
For a SaaS sales career, this kind of territory ownership builds durable skills in account planning, executive-level discovery, and value articulation tied to measurable outcomes. The emphasis on upsell and cross-sell across an “Operations Cloud” also develops platform-selling experience, including how to coordinate internally with solutions consulting, customer success, renewals, and product to turn usage into expansion. Exposure to structured qualification and forecasting via Salesforce and MEDDICC translates well across enterprise software environments.
This role tends to suit a seller who prefers strategic depth over high-volume prospecting and is comfortable leading C-level conversations while navigating technical stakeholders. It also fits someone who values disciplined pipeline management and cross-functional orchestration, with enough experience to operate autonomously across a defined book of business in a remote, US-wide territory.
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 is seeking a Territory Executive (TE) to join our dynamic, customer-focused team! As a Territory Executive, you will own a defined territory of mid-sized customer accounts with significant expansion potential. You will combine strategic account management with consultative selling to drive growth, deepen executive relationships, and expand adoption of PagerDuty’s Operations Cloud. This is an exciting opportunity to accelerate PagerDuty’s footprint in high-growth accounts by engaging directly with C-level stakeholders and delivering measurable business outcomes.
The ideal candidate is a strategic seller who thrives in fast-paced environments, excels at executive engagement, and has a proven track record of driving multi-product growth within existing customer portfolios.
KEY RESPONSIBILITIES
- Drive growth within a defined territory by expanding revenue in existing mid-sized accounts through upsell and cross-sell motions.
- Build and sustain relationships with C-level executives and key decision-makers through consultative, in-person engagement.
- Develop and execute territory and account plans that identify expansion opportunities, competitive risks, and customer priorities.
- Champion the adoption of PagerDuty’s Operations Cloud to deliver tangible value and expand platform usage.
- Accurately forecast and manage your sales pipeline using Salesforce and the MEDDICC qualification framework.
- Collaborate cross-functionally with Solution Consultants, Customer Success Managers, Renewal Managers, and Product teams to ensure a seamless customer experience.
BASIC QUALIFICATIONS
- 7+ years of experience in B2B sales, account management, or expansion-selling roles within SaaS or enterprise software.
- Proven success in meeting or exceeding quota within a defined territory.
- Demonstrated ability to sell to and influence C-level executives and technical stakeholders.
- Proficiency using Salesforce (SFDC) for pipeline management and forecasting.
- Bachelor’s degree or equivalent experience.
PREFERRED QUALIFICATIONS
- Experience applying MEDDICC and Command of the Message (COM) methodologies in complex sales cycles.
- Strong understanding of multi-product SaaS sales motions and consultative selling at the enterprise level.
- Experience selling into high-growth or high-potential accounts across AMER, EMEA, APAC, or Public Sector verticals.
- Familiarity with Operations Cloud or DevOps environments.
- Results-oriented mindset with exceptional collaboration, negotiation, and presentation skills.
