PagerDuty
PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. Trusted by nearly half of the Fortune 500 and the Forbes AI 50 and by two‑thirds of the Fortune 100, PagerDuty delivers always‑on digital experiences to modern businesses.
Role Overview We are seeking a strategic, execution‑obsessed leader to architect and scale our high‑velocity commercial sales engine. You will lead a small high‑performing team while reimagining how we acquire and grow customers through digital‑first, AI‑powered workflows that prioritize self‑service and automation before human intervention. Your mission: compress sales cycles, maximize conversion rates, and build a scalable, repeatable motion that turns prospects into customers faster than they think possible.
Key Responsibilities
Lead and scale a global team of Sales Development Representatives, Business Development Representatives and Sales Representatives focused on commercial (SMB, VSB, MidMarket) acquisition and expansion as well as cover enterprise acquisition.
Develop and execute comprehensive strategies that prioritize agentic tools, automated sequences, and digital engagement.
Own and deliver against new business and expansion revenue forecasts with weekly accuracy and accountability.
Design and implement processes that leverage our agentic SDR tool as the primary driver of initial prospect engagement, qualification, and nurturing while ensuring human sellers step in at optimal conversion points to maximize pipeline efficiency.
Leverage advanced Salesforce capabilities and sophisticated email sequences to create seamless, automated customer journeys.
Partner with our programs team to build and optimize automated email programs, chatbot interactions, and digital touchpoints which span across acquisition and expansion lifecycle moments.
Monitor tool performance (including agentic tools), analyze effectiveness metrics, and continuously refine automated prospecting, qualification, and nurturing workflows.
Establish clear protocols for when and how human reps engage in the sales process, ensuring seamless handoffs from agentic tools to human representatives. Focus human efforts on high‑value activities that require personal touch and relationship building.
Work collaboratively with Marketing, Sales Operations, Customer Success, and Product teams to optimize digital lead flow to attain quarterly new + expansion targets.
Establish comprehensive reporting frameworks that provide actionable insights into agentic tool performance, digital engagement metrics, and human intervention points to be shared across Commercial leadership team as well as senior leadership across sales and marketing.
Coach and develop a team of junior sales representatives to grow their sales careers at PagerDuty and beyond.
Required Qualifications
5+ years of progressive sales leadership experience with direct responsibility for revenue targets and team management in a B2B SaaS environment, with demonstrated success implementing digital‑first sales approaches and automation technologies.
Demonstrated success in building a high‑performing, metrics‑driven SDR/BDR function.
Proven track record of owning and consistently delivering against revenue numbers with experience managing forecasting processes and providing accurate weekly pipeline reporting. Success scaling revenue through automated and digital channels.
Expert‑level proficiency with Salesforce.com, sales engagement platforms, and marketing automation tools.
Hands‑on experience implementing and optimizing AI‑powered sales development tools, with understanding of how to balance automated engagement with human intervention for maximum effectiveness to attain business new and expand targets.
Proven ability to design and implement scalable processes that prioritize digital engagement and automation while maintaining high conversion rates and customer experience standards.
Strong analytical skills with the ability to interpret performance data from both agentic tools and human activities, identifying optimal intervention points and conversion opportunities.
Education: Bachelor's degree required.
Base Salary Range The base salary range for this position is $119,000 – $164,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Benefits Summary
Competitive salary
Comprehensive benefits package
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 – company‑wide 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
Eligibility may vary by role, region, and tenure
Location & Work Model This role is expected to come into our Atlanta office two times per week, using a hybrid work model with offices in eight major cities (Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, Toronto). We cannot employ candidates residing in the following regions:
Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming
Hesitant to Apply? We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this isn’t the right role or time—sign up for job alerts!
Seniority Level Director
Employment Type Full‑time
Job Function Sales and Business Development
Equal Opportunity Employer Statement PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.
PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
PagerDuty uses the E‑Verify employment verification program.
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Role Overview We are seeking a strategic, execution‑obsessed leader to architect and scale our high‑velocity commercial sales engine. You will lead a small high‑performing team while reimagining how we acquire and grow customers through digital‑first, AI‑powered workflows that prioritize self‑service and automation before human intervention. Your mission: compress sales cycles, maximize conversion rates, and build a scalable, repeatable motion that turns prospects into customers faster than they think possible.
Key Responsibilities
Lead and scale a global team of Sales Development Representatives, Business Development Representatives and Sales Representatives focused on commercial (SMB, VSB, MidMarket) acquisition and expansion as well as cover enterprise acquisition.
Develop and execute comprehensive strategies that prioritize agentic tools, automated sequences, and digital engagement.
Own and deliver against new business and expansion revenue forecasts with weekly accuracy and accountability.
Design and implement processes that leverage our agentic SDR tool as the primary driver of initial prospect engagement, qualification, and nurturing while ensuring human sellers step in at optimal conversion points to maximize pipeline efficiency.
Leverage advanced Salesforce capabilities and sophisticated email sequences to create seamless, automated customer journeys.
Partner with our programs team to build and optimize automated email programs, chatbot interactions, and digital touchpoints which span across acquisition and expansion lifecycle moments.
Monitor tool performance (including agentic tools), analyze effectiveness metrics, and continuously refine automated prospecting, qualification, and nurturing workflows.
Establish clear protocols for when and how human reps engage in the sales process, ensuring seamless handoffs from agentic tools to human representatives. Focus human efforts on high‑value activities that require personal touch and relationship building.
Work collaboratively with Marketing, Sales Operations, Customer Success, and Product teams to optimize digital lead flow to attain quarterly new + expansion targets.
Establish comprehensive reporting frameworks that provide actionable insights into agentic tool performance, digital engagement metrics, and human intervention points to be shared across Commercial leadership team as well as senior leadership across sales and marketing.
Coach and develop a team of junior sales representatives to grow their sales careers at PagerDuty and beyond.
Required Qualifications
5+ years of progressive sales leadership experience with direct responsibility for revenue targets and team management in a B2B SaaS environment, with demonstrated success implementing digital‑first sales approaches and automation technologies.
Demonstrated success in building a high‑performing, metrics‑driven SDR/BDR function.
Proven track record of owning and consistently delivering against revenue numbers with experience managing forecasting processes and providing accurate weekly pipeline reporting. Success scaling revenue through automated and digital channels.
Expert‑level proficiency with Salesforce.com, sales engagement platforms, and marketing automation tools.
Hands‑on experience implementing and optimizing AI‑powered sales development tools, with understanding of how to balance automated engagement with human intervention for maximum effectiveness to attain business new and expand targets.
Proven ability to design and implement scalable processes that prioritize digital engagement and automation while maintaining high conversion rates and customer experience standards.
Strong analytical skills with the ability to interpret performance data from both agentic tools and human activities, identifying optimal intervention points and conversion opportunities.
Education: Bachelor's degree required.
Base Salary Range The base salary range for this position is $119,000 – $164,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Benefits Summary
Competitive salary
Comprehensive benefits package
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 – company‑wide 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
Eligibility may vary by role, region, and tenure
Location & Work Model This role is expected to come into our Atlanta office two times per week, using a hybrid work model with offices in eight major cities (Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, Toronto). We cannot employ candidates residing in the following regions:
Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming
Hesitant to Apply? We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this isn’t the right role or time—sign up for job alerts!
Seniority Level Director
Employment Type Full‑time
Job Function Sales and Business Development
Equal Opportunity Employer Statement PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.
PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
PagerDuty uses the E‑Verify employment verification program.
#J-18808-Ljbffr