Territory Executive
Owns a defined territory of mid-sized customer accounts, driving upsell and cross-sell growth through consultative selling and executive engagement. The role requires 7+ years in B2B SaaS or enterprise software sales, strong quota performance, and Salesforce proficiency.
About the job
Responsibilities
- Drive growth within a defined territory by expanding revenue 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 measurable 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
- 7+ years of experience in B2B sales, account management, or expansion-selling roles within SaaS or enterprise software.
- Proven success meeting or exceeding quota within a defined territory.
- Ability to sell to and influence C-level executives and technical stakeholders.
- Proficiency with Salesforce for pipeline management and forecasting.
- Bachelor’s degree or equivalent experience.
Nice-to-haves
- Enterprise sales expertise using MEDDPICC and Value Selling.
- Strong understanding of multi-product SaaS sales motions and enterprise consultative selling.
- Experience selling into high-growth or high-potential accounts across AMER, EMEA, APAC, or Public Sector verticals.
- Familiarity with Operations Cloud or DevOps environments.
- Exceptional collaboration, negotiation, and presentation skills.
Compensation and Benefits
- Competitive salary.
- Comprehensive benefits package.
- Flexible work arrangements.
- Company equity and employee stock purchase program, subject to eligibility.
- Retirement or pension plan, subject to eligibility.
- Paid vacation, holidays, and sick leave.
- Wellness days and companywide paid days off.
- Paid parental leave.
- 20 hours of paid volunteer time off per year.
- Company-wide hack weeks.
- Mental wellness programs.
Skills
Salesforce, MEDDICC, MEDDPICC, Value Selling, SaaS, Enterprise Software, Account Management, Consultative Selling, Pipeline Management, Forecasting, DevOps, Operations Cloud
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