Regional Sales Director - Mid Market

Summary

Join PagerDuty's dynamic sales team as a Regional Sales Director! Lead and mentor a team of Mid-Market Account Executives, driving new logo acquisition and expansion within organizations generating $50-500 million in revenue. Develop and execute comprehensive sales strategies, coach AEs on effective prospecting and opportunity management, and implement structured pipeline management. The ideal candidate possesses 5+ years of quota-carrying field experience in mid-market software/SaaS sales and 1+ year leading sales teams focused on new logo acquisition. PagerDuty offers a competitive salary, comprehensive benefits, flexible work arrangements, and a supportive, results-oriented environment. This role offers significant growth potential within a leading global company.

Requirements

• 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

Responsibilities

• 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
• 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
• 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

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

Benefits

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Company equity
• ESPP (Employee Stock Purchase Program)
• Retirement or pension plan
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs