Senior Director, Solutions Consulting

Senior Director, Solutions Consulting

Why We Need You

Solution Consulting (Presales) is a critical part of the sales engine at PagerDuty - driving revenue and successful customers.  As we continue to scale, the  North America Solution Consulting leader will help raise the bar on our execution as a sales team, adapting to new product go to market motions, providing technical expertise to impact net revenue retention and expansion, and bringing creative ideas to improve our effectiveness and efficiency.  

How You Contribute to Our Vision

• You define the vision for our North America Solution Consulting & Value Engineering organization – spanning solutions architects, demo engineers, and value engineers across Strategic, Enterprise, Commercial, and Architecture segments – building on our strengths and setting us up for accelerated growth well into the future.
• You represent the Customer Engineering team, partnering with key executives across Sales, Product, and Customer Revenue leadership to help drive product direction, customer success, net revenue retention, and sales results.
•  Collaborating with regional Solutions Consulting peers and team, you build scalable systems and playbooks – establishing a Global Center of Excellence that codifies demo engineering standards, POC/POV methodology, and repeatable customer engagement frameworks adopted across the entire field organization.
• You hire outstanding people who will help us execute where we are today and lead us well into the future 
• You inspire your team to bring their best every day, providing coaching and mentorship to support their career development. 
• Partnering with our sales and customer success leaders, you constantly challenge the way things are done, looking for creative solutions to optimize for both effectiveness and efficiency. 
• You have a great handle on the business.  You know the deals in flight, where there’s risk and opportunity in the deals and you actively sell.  You prioritize to ensure we’re focusing our limited bandwidth and resources on what will make the biggest difference.  You manage our most expensive activities, Proofs of Value (POVs), closely with a focus on setting them up for success and communicating the value proven.  You design reference architecture programs and POC infrastructure for strategic and named account pursuits, and serve as executive technical sponsor in competitive evaluations for our highest-value enterprise deals.
• You own the full customer journey – partnering with Customer Revenue leadership to protect and grow net revenue retention, surface expansion opportunities, and drive executive-level QBRs and business reviews well past the point of sale.
• You bring an innovation mindset – as a curious and critical-thinker, you will lead the team in developing AI-powered tools and automation that scale repeatable technical sales motions, improve team productivity, and drive down operating costs.

Basic Qualifications

• Experience: 10+ years of progressive growth in technical sales roles with at least 3 years in a senior-level people management role.
• Strategic Leadership: Proven track record of successfully partnering with sales leadership to drive revenue generation across a wide range of customers and their technologies.
• Technical Proficiency: Previous experience with SaaS and Cloud technologies as well as selling into technology organizations (IT Operations, Engineering, and/or office of the CTO). Working knowledge of cloud infrastructure (AWS, Azure, or GCP), modern DevOps/SRE workflows, APIs and system integrations, and observability or incident management tooling,  
• Problem Solver: Exceptional analytical skills and the ability to use rigorous logic to solve complex problems in a fast-moving, sometimes ambiguous environment.
• Communication: Excellent written and oral communication skills with the ability to represent a complex organization at the senior executive level and speak credibly to technical architecture in front of engineering and IT audiences. 
• Metrics Driven: Track record of managing key SC leadership metrics, including SC-influenced win rate, POV-to-close conversion rate, net new ARR and net revenue retention (NRR) influenced by the Customer Success organization. 

Preferred Experience

• Industry Experience: Experience selling into or supporting ITSM, Observability, or Incident Management technology categories.
• Sales Methodology: Familiarity with MEDDPICC or similar value-selling and qualification frameworks.
• Global Team Leadership: Experience building and leading globally distributed technical sales teams across multiple go-to-market segments.
• Executive Presence: Comfortable presenting to and influencing C-level stakeholders in both customer and internal settings.

The base salary range for this position is 215,250 - 296,200 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. 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.