Federal Account Executive, FSI

PagerDuty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the PagerDuty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, PagerDuty is the industry standard for organizations scaling resilient, autonomous operations. Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more. We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform. PagerDuty is seeking a Federal Systems Integrator (FSI) Account Executive (AE) to drive strategic growth across top-tier FSIs. In this role, you will partner with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expand adoption across their portfolios. You will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions. This is a high-impact opportunity to scale PagerDuty’s public sector presence, close high-value deals, and lead complex cloud sales within the federal ecosystem. KEY 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 MEDDPICC framework. - Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention.

BASIC QUALIFICATIONS - 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. PREFERRED QUALIFICATIONS - Prior enterprise sales expertise leveraging MEDDPICC & Value Selling. - 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. The base salary range for this position is 160,000 - 187,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position.