Regional Sales Director - Mid Market

As a Regional Sales Director at PagerDuty, you will lead and mentor a team of Mid-Market Account Executives focused on acquiring new logos and expanding existing accounts within the $50-500 million revenue segment. Your duties will include coaching AEs on effective prospecting techniques, developing comprehensive sales strategies, and ensuring the adoption of PagerDuty's Command of the Message selling model. You'll be responsible for driving revenue growth and establishing efficient sales processes that balance prospecting and opportunity management.

To be a successful candidate for the Regional Sales Director role at PagerDuty, you should have a minimum of 5 years of quota-carrying field experience in mid-market software or SaaS sales, along with at least 1 year of experience leading sales teams focused on new logo acquisition. Strong coaching abilities, familiarity with modern sales tools like SFDC, Outreach/SalesLoft, and a proven track record in accurately forecasting in a high-velocity sales environment are essential for this position.

PagerDuty emphasizes the importance of support and empowerment in its culture. As a Regional Sales Director, you will find that the sales leadership team is committed to fostering a collaborative environment that allows Mid-Market Account Executives to thrive. You'll be provided with the necessary training, mentoring, and resources to help your team succeed in strategic prospecting and efficient deal execution.

A Regional Sales Director at PagerDuty will typically focus on developing comprehensive sales strategies tailored to the dynamics of the mid-market. This includes guiding Account Executives in building effective prospecting and qualification approaches, employing the MEDDICC framework, and implementing structured pipeline management techniques to ensure a focus on new logo acquisition and initial account expansion opportunities.

Absolutely! The Regional Sales Director role at PagerDuty is designed for growth, both for the position and your personal career path. With continuous support from the leadership team, access to innovative sales tools, and a commitment to professional development, you will have ample opportunities to advance within the company while contributing to its success.

When answering this question, you should focus on specific examples of how you have successfully led a sales team to acquire new customers. Highlight your strategies, the challenges you faced, and the results achieved, including metrics that demonstrate success. Show how your leadership has shaped team dynamics and performance.

Discuss any sales methodologies you're familiar with, especially those relevant to mid-market segments, like MEDDICC or solution selling. Provide examples of how you've effectively implemented these methodologies to achieve targets and engage your team in utilizing them consistently.

Be sure to communicate your approach to performance management, including how you identify issues, your strategies for coaching and developing individuals, and how you motivate underperformers to meet their potential. Share specific instances to illustrate your success in improving performance.

Mention modern sales tools like SFDC, Outreach/SalesLoft, and DemandBase, and explain how these tools have benefitted your sales processes. Discuss your experience in training teams to leverage these technologies for performance enhancement.

Focus on specific initiatives you’ve implemented in the past to maintain motivation and productivity, such as regular team meetings, recognition programs, or performance incentives. Emphasize the importance of creating a supportive team environment.

Talk about your process for analyzing market trends, customer needs, and competitive landscapes. Highlight any frameworks or models you use to create sales strategies, ensuring you demonstrate how these strategies have led to successful outcomes.

Discuss your approach to territory management, including how you segment accounts, prioritize leads based on potential revenue, and allocate time and resources to different opportunities to maximize efficiency and success.

Share your ability to remain receptive to feedback and how you incorporate it into your strategies. Discuss specific experiences where you’ve received constructive criticism and how you adapted your approach as a result.

Identify the key performance indicators (KPIs) you focus on, such as sales growth, team performance, customer acquisition rates, or customer satisfaction levels. Provide examples of how you've tracked and reported on these metrics and the outcomes.

Articulate your philosophy on training, including hands-on coaching, mentoring, and continuous learning opportunities. Emphasize the importance of fostering skills in prospecting, opportunity management, and adapting to changing sales environments.