Federal Account Executive, FSI

Responsibilities

• Own and grow a defined set of Federal Systems Integrator (FSI) accounts through upsell, cross-sell, and expansion opportunities.
• Build trusted senior relationships through in-person engagement and consultative selling.
• Develop and execute strategic account plans covering growth areas, expansion pathways, and competitive positioning.
• Drive adoption of PagerDuty’s Operations Cloud by articulating business value and ROI.
• Execute complex, multi-product sales motions with Solution Consultants, including technical validation and proof-of-concept activities.
• Maintain accurate forecasts and pipeline data in Salesforce using the MEDDPICC framework.
• Collaborate with Customer Success, Product Management, and Renewals teams to support customer satisfaction and retention.

Requirements

• 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.
• Experience managing and influencing senior executives at top-tier FSIs.
• Proficiency with Salesforce for pipeline management and forecasting.
• Bachelor’s degree or equivalent experience.

Nice-to-haves

• Enterprise sales experience using MEDDPICC and Value Selling.
• Experience managing high-value accounts within the FSI ecosystem.
• Experience selling through a federal systems integrator channel, including integrator partners, partner sales models, or integrator-led programs.
• Understanding of the FSI ecosystem, federal procurement cycles, Operations Cloud, or DevOps environments.
• Exceptional communication, negotiation, strategic thinking, and relationship-building skills.
• Active TS/SCI clearance or ability to obtain and maintain a security clearance.
• No current clearance is required.

Compensation and Benefits

• Base salary range: $160,000–$187,000 USD.
• Potential eligibility for bonus, commission, equity, and benefits.
• Benefits may include comprehensive benefits, flexible work arrangements, company equity, ESPP, retirement or pension plan, paid vacation and holidays, paid parental leave, paid volunteer time, wellness days, and mental wellness programs.