Regional Sales Director - Mid Market

PagerDuty seeks a dynamic and results-driven Regional Sales Director to lead our Mid-Market Sales team. Reporting to the RVP Sales, you will guide Account Executives focused on acquiring and growing business within organizations generating $50-500 million in revenue. Your team will drive new logo acquisition and "land-and-expand" strategies across this vital market segment.

As Regional Sales Director, you will build and enable a high-velocity sales team that excels in prospecting and closing new business opportunities. You'll oversee revenue growth by helping your AEs master a consultative sales approach while maintaining the pace required in the mid-market segment. The ideal candidate will have experience building and scaling teams that can effectively balance prospecting activities with opportunity management.

At PagerDuty, we recognize that our greatest asset is our team. Our sales leadership team is committed to creating an environment where Mid-Market AEs feel supported and empowered to drive results through strategic prospecting and efficient deal execution.

Key Responsibilities:

Leadership & Development:

• Lead and mentor a team of Mid-Market AEs focused on new logo acquisition and initial account expansion within the $50-500M revenue segment.
• Coach AEs on effective prospecting techniques, including leveraging tools like Outreach/SalesLoft, DemandBase/6Sense, and other modern sales technologies.
• Support AEs in developing efficient sales processes that balance prospecting activities with opportunity management.

Strategy & Execution:

• Develop comprehensive sales strategies aligned with mid-market segment dynamics and buyer behaviors.
• Guide AEs in building effective prospecting and qualification approaches using the MEDDICC framework.
• Establish frameworks for AEs to manage their territories while maintaining high levels of prospecting activity and opportunity progression.

Operational Excellence:

• Drive adoption of PagerDuty's Command of the Message (COM) selling model and solution selling methodologies.
• Implement structured pipeline management approaches that emphasize new logo acquisition and initial expansion opportunities.
• Create systems for tracking and optimizing AE performance across prospecting, closing, and early expansion metrics.

Basic Qualifications:

• 5+ years of quota-carrying field experience in mid-market software/SaaS sales
• 1+ years of leading sales teams focused on new logo acquisition
• Proven ability to coach AEs on prospecting techniques and opportunity management
• Experience with modern sales tools (SFDC, Outreach/SalesLoft, DemandBase/6Sense)
• Track record of accurately forecasting in a high-velocity sales environment

Preferred Qualifications:

• Experience leading teams using solution-selling methodologies in the mid-market segment
• Demonstrated success in building teams that consistently exceed both prospecting and closing targets
• Strong background in developing efficient territory management strategies
• Experience coaching teams on leveraging sales technology and automation tools

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.