Federal Account Executive, FSI

PagerDuty; Washington (District of Columbia); On-site; USD 130,000 - 154,000; Full time

Benefits offered by this job

Competitive salary

Benefits package

Flexible work arrangements

Company equity

Employee stock purchase program

Paid parental leave

Volunteer time off

Hack weeks

Mental wellness programs

Job summary

PagerDuty is seeking a Federal Systems Integrator Account Executive to drive strategic growth across top-tier FSIs and embed PagerDuty’s Operations Cloud into large federal bids. You will partner with senior FSI executives to deliver automated incident response and AIOps solutions for government missions.

The role emphasizes cross-sell/upsell, complex sales motions, MEDDICC-anchored account planning, and a path to long-term retention with the federal ecosystem.

Qualifications

• 8+ years 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.
• 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.

Responsibilities

• Own and grow defined Federal Systems Integrator 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.

Skills

Public sector & FSI sales

Quota management

Executive selling

Relationship-building

Communication

Education

Bachelor's degree or equivalent

Tools

MEDDICC

Salesforce (SFDC)

Job description

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always‑on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization.

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.
• 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.

Base Salary & Benefits

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.

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity (where applicable)
• Employee Stock Purchase Program (where applicable)
• Retirement or pension plan (where applicable)
• Generous paid vacation time
• Paid holidays and sick leave
• Wellness days and 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 Restrictions

• 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

Equal‑Opportunity & Accommodation 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 [e-mail] and we will work with you to meet your accessibility needs. PagerDuty uses the E‑Verify employment verification program.