Federal Account Executive, FSI

About the role

PagerDuty is seeking a Federal Systems Integrator (FSI) Account Executive to drive strategic growth across top-tier FSIs. This role involves partnering with major integrators to embed PagerDuty's Operations Cloud into large-scale federal program bids and expanding adoption across their portfolios. The AE will collaborate with senior FSI executives to deliver automated incident response and AIOps solutions that support critical government missions.

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.

Qualifications

• Bachelor’s degree or equivalent experience.
• 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.

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.

Benefits

• 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.