Director, Commercial Sales

About the Role

In this role, you will have the opportunity to make a significant impact on the company's growth and success. You will be responsible for building a winning sales culture through recruitment, enablement, and sales execution. You will oversee revenue growth through existing account expansion while fostering customer success across the organization.

PagerDuty is a leader in Digital Operations Management, and our customers rely on us to help them deliver a perfect digital experience to their customers every time. As a Director of Commercial Sales, you will be at the forefront of this effort, working closely with customers to understand their needs and develop tailored solutions to meet those needs.

What You Will Do

• 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
• 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 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
• 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

What We Are Looking For

• 8+ years of experience in sales leadership, preferably in the software or technology industry
• Proven track record of driving sales growth and customer success
• Strong understanding of sales strategy and customer success principles
• Excellent communication and interpersonal skills
• Ability to work in a fast-paced environment and adapt to changing priorities
• Strong analytical and problem-solving skills
• Experience with sales forecasting and pipeline management
• Familiarity with sales methodologies such as MEDDPICC
• Strong leadership and coaching skills
• Ability to work collaboratively with cross-functional teams

Nice to Have

• Experience with digital operations management and cloud migration
• Knowledge of DevOps modernization and artificial intelligence/machine learning
• Familiarity with sales tools such as CRM and sales automation platforms
• Certification in sales leadership or a related field
• Experience working with Fortune 500 and Global 2000 companies

Benefits and Perks

• Competitive salary and bonus structure
• Comprehensive health, dental, and vision insurance
• 401(k) matching program
• Flexible PTO policy
• Remote work stipend
• Professional development opportunities
• Access to cutting-edge technology and tools
• Collaborative and dynamic work environment
• Recognition and rewards for outstanding performance

• Develop a strong understanding of sales strategy and customer success principles to stand out in the application process
• Highlight your experience with sales forecasting and pipeline management to demonstrate your ability to drive sales growth
• Showcase your leadership and coaching skills by providing examples of successful team management
• Familiarize yourself with PagerDuty's MEDDPICC opportunity qualification and "Command of the Message" sales methodology to demonstrate your knowledge of sales best practices
• Prepare to discuss your experience working with cross-functional teams and collaborating with stakeholders to drive sales success
• Be prepared to provide specific examples of your experience driving sales growth and customer success in previous roles
• Research the company culture and values to demonstrate your fit with the organization