Federal Account Executive, FSI

About this role

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization.

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 MEDDICC 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

• 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.

The base salary range for this position is 130,000 - 154,000 USD. This role may also be eligible for bonus, commission, 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. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process. Hesitant to apply?

We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn’t the right role or time - sign up for job alerts !

Where we work

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in:

Location restrictions: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role.

How we work

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, pri

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