Note: The job is a remote job and is open to candidates in USA. PagerDuty is a leader in Digital Operations Management, helping organizations deliver a perfect digital experience. The Federal Systems Integrator (FSI) Account Executive will drive strategic growth across top-tier FSIs, partnering with major integrators and collaborating with senior executives to expand adoption of PagerDuty's Operations Cloud.
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
Skills
- 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
- 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 (integrator partners, partner sales models, selling directly within integrator-led programs)
- 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
Benefits
- Competitive salary
- Comprehensive benefits package
- Flexible work arrangements
- Company equity*
- ESPP (Employee Stock Purchase Program)*
- Retirement or pension plan*
- Generous paid vacation time
- Paid holidays and sick leave
- Dutonian Wellness Days & HibernationDuty - companywide 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
Company Overview