Territory Executive

Jobtailor; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

PagerDuty in San Francisco is seeking a results-driven SaaS sales professional to own a defined territory of mid-sized accounts and drive expansion. You will build executive relationships, align on priorities, and champion Adoption of Operations Cloud while collaborating with Solution Consultants, Customer Success, and Product teams to ensure a seamless customer experience.

The role emphasizes MEDDICC, COM methodologies, and accurate forecasting in Salesforce, with a focus on cross-sell and

Qualifications

• 3–5 years of experience in B2B sales, account management, or expansion-selling roles within SaaS or enterprise software.
• Proven success in meeting or exceeding quota within a defined territory.
• Experience applying MEDDICC and COM methodologies in complex sales cycles.
• Strong understanding of multi-product SaaS sales motions and consultative selling at the enterprise level.

Responsibilities

• Own a defined territory of mid-sized customer accounts with expansion potential.
• Drive growth in existing accounts through upsell and cross-sell motions.
• Build relationships with C-level executives through consultative, in-person engagement.
• Forecast and manage the sales pipeline using Salesforce and MEDDICC.

Skills

B2B Sales

Account Management

Expansion Selling

C-Level Engagement

Salesforce (SFDC)

MEDDICC

COM Methodology

Multi-Product SaaS

Quota Attainment

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce (SFDC)

Operations Cloud

Job description

• Own a defined territory of mid-sized customer accounts with significant expansion potential.
• Drive growth in existing mid-sized accounts through upsell and cross-sell motions.
• Build and sustain relationships with C-level executives and key decision-makers through consultative, in-person engagement.
• Develop and execute territory and account plans identifying expansion opportunities, competitive risks, and customer priorities.
• Champion adoption of PagerDuty’s Operations Cloud to deliver tangible value and expand platform usage.
• Forecast and manage the sales pipeline using Salesforce and the MEDDICC qualification framework.
• Collaborate with Solution Consultants, Customer Success Managers, Renewal Managers, and Product teams to ensure a seamless customer experience.

Requirements

• 3-5 years of experience in B2B sales, account management, or expansion-selling roles within SaaS or enterprise software.
• Proven success in meeting or exceeding quota within a defined territory.
• Demonstrated ability to sell to and influence C-level executives and technical stakeholders.
• Proficiency using Salesforce (SFDC) for pipeline management and forecasting.
• Bachelor’s degree or equivalent experience.
• Experience applying MEDDICC and Command of the Message (COM) methodologies in complex sales cycles.
• Strong understanding of multi-product SaaS sales motions and consultative selling at the enterprise level.
• Experience selling into high-growth or high-potential accounts across AMER, EMEA, APAC, or Public Sector verticals.
• Familiarity with Operations Cloud or DevOps environments.
• Results-oriented mindset with exceptional collaboration, negotiation, and presentation skills.
• Candidates must reside in an eligible location, which vary by role.

Core Competencies

Demonstrates expertise in B2B sales and account management within the SaaS industry, with a strong focus on consultative selling and relationship-building with C-level executives. Proficient in utilizing Salesforce for pipeline management and applying MEDDICC methodologies to drive growth in mid-sized customer accounts.

Highest-signal resume keywords

• B2B Sales Experience
• Salesforce Proficiency
• MEDDICC Methodology
• Consultative Selling
• SaaS Sales Expertise

Hard Skills

• Account Management
• Sales Pipeline Management
• Quota Achievement
• Expansion Selling
• Forecasting

Soft Skills

• Collaboration
• Negotiation
• Presentation Skills
• Relationship Building
• Results-Oriented Mindset

Industry Keywords

• SaaS
• Enterprise Software
• C-Level Engagement
• Consultative Selling
• High-Growth Accounts

Tools & Technologies

• Salesforce
• Operations Cloud