Why This Job is Featured on The SaaS Jobs
This Federal Account Executive role sits at a distinctive intersection of SaaS and the federal contracting ecosystem, where platform adoption often happens through large integrators rather than direct enterprise procurement. The focus on Federal Systems Integrators signals a partner led route to market, tying a modern operations platform to mission critical programs and multi year delivery cycles.
For a SaaS sales professional, the career value comes from learning how to translate product outcomes like incident automation and AIOps into program language, procurement realities, and measurable ROI. The remit also builds durable skills in complex account planning, multi product deal orchestration, and forecast discipline using established frameworks and tooling, experience that transfers across enterprise SaaS roles where buying committees and long cycles are the norm.
This position is best suited to someone who prefers strategic relationship work over transactional selling, and who is comfortable navigating senior stakeholder environments across partner and customer organizations. It will appeal to professionals who like structured sales execution, enjoy collaborating with technical and post sales counterparts, and want their SaaS expertise applied in regulated, high accountability settings.
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 Federal Systems Integrator (FSI) Account Executive (AE) to drive strategic growth across top-tier FSIs. In this role, you will partner with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expand adoption across their portfolios. You will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions. This is a high-impact opportunity to scale PagerDuty’s public sector presence, close high-value deals, and lead complex cloud sales within the federal ecosystem.
KEY RESPONSIBILITIES
- Own and grow a defined set of Federal Systems Integrator (FSI) accounts by driving upsell, cross-sell, and expansion opportunities.
- Build and maintain trusted senior relationships through regular in-person engagement and consultative selling.
- Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning.
- Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI.
- Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities.
- Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework.
- Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention.
BASIC QUALIFICATIONS
- 8+ years of experience in public sector and/or FSI sales, account management, or expansion roles within SaaS or cloud software.
- Proven success managing a quota in complex, long-cycle federal sales.
- Demonstrated experience selling to and influencing senior executives at top-tier FSIs.
- Proficiency with Salesforce (SFDC) for pipeline management and forecasting.
- Bachelor’s degree or equivalent experience.
PREFERRED QUALIFICATIONS
- Expertise applying MEDDICC and Command of the Message (COM) methodologies.
- Experience managing high-value accounts within the FSI ecosystem.
- Experience selling within a federal systems integrator (FSI) channel (integrator partners, partner sales models, selling directly within integrator-led programs).
- Strong understanding of the FSI ecosystem and federal procurement cycles, Operations Cloud, or DevOps environments.
- Strategic thinker with exceptional communication, negotiation, and relationship-building skills.
- No current clearance required. Active TS/SCI level clearance OR ability to obtain and maintain a security clearance would be beneficial.
The base salary range for this position is 130,000 - 154,000 USD. This role may also be eligible for bonus, commission, 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.
