Principal Sales Operations Manager

PagerDuty is seeking a Principal Sales Operations Manager to join our talented, customer-focused team! The Principal Sales Operations Manager is the operating backbone of PagerDuty's Customer Success organization. This role sits at the intersection of strategic planning and operational execution: defining how the CS org should grow, then building the systems, data, and processes that make that growth measurable and repeatable.

You'll partner directly with CS leadership to translate top-line retention and expansion goals into segmentation, coverage models, and playbooks — and you'll own the tooling, metrics, and forecasting infrastructure that lets the org run itself with rigor. This is a hands-on, high-visibility role for someone who is equally comfortable building an executive narrative for the board and getting into the weeds of a Gainsight workflow.

• Define and drive the multi-year strategy for Customer Success, aligned to net revenue retention (NRR), gross retention (GRR), and product adoption goals.
• Partner with CS leadership on org design, segmentation, and coverage models (scaled, digital-led, and high-touch) as the customer base and product portfolio evolve.
• Own executive and board-level reporting on CS performance — translating operational data into a clear narrative on retention, risk, and growth.
• Identify and prioritize the initiatives with the highest impact on retention and expansion, using data to build the business case and secure cross-functional buy-in.
• Represent the voice of the customer to Product and GTM leadership, shaping roadmap and go-to-market decisions with CS insights.
• Partner with Finance on the annual operating plan for CS — headcount, budget, and productivity assumptions — and revisit as the business fluctuates.

• Own the CS technology stack (e.g., Gainsight, Salesforce, and adjacent tools) — including customer health scoring, journey automation, and reporting infrastructure.
• Design, instrument, and continuously improve the end-to-end customer journey: onboarding, adoption, renewal, and expansion playbooks.
• Build and maintain the KPI framework and executive dashboards CS leadership and the broader business rely on to run the function, using BI tooling (e.g., Tableau, Looker, Power BI, or Sigma) alongside native Salesforce reporting.
• Evaluate and deploy AI tools and workflows that increase CSM productivity, surface proactive churn/risk signals, and streamline customer engagement — in line with PagerDuty's own AI-first platform positioning.
• Own capacity planning, book-of-business design, and territory/account assignment in partnership with Sales Ops, Finance, and People teams.
• Partner with CS leadership and People/Comp teams on CS compensation plan design, ensuring incentives align with retention and expansion priorities.
• Lead the renewal operations process end-to-end — forecasting, risk segmentation, and engagement strategy for at-risk accounts.
• Drive cross-functional programs that connect CS with Sales, Support, Marketing, Product, and Finance, including OKR setting, execution tracking, and post-program measurement.
• Lead and mentor a high-performing CS Strategy & Operations team, building a culture of ownership and continuous improvement.

• Improved NRR & GRR
• Health score & risk model adopted org-wide
• Scalable renewal & segmentation model in place
• Trusted, self-serve CS reporting for execs
• AI-enabled workflows measurably reducing manual CSM effort

• 6–8+ years in Customer Success Operations, Revenue Operations, or Strategy & Ops, with at least 3 years leading direct reports.
• Track record building or scaling CS operations in an enterprise SaaS or subscription business.
• Deep, hands-on experience with CS/CRM platforms (Gainsight, Salesforce, or similar) and BI tooling (Tableau, Looker, Power BI, or Sigma).
• Experience evaluating or deploying AI-powered tools for customer success or revenue operations workflows.
• Experience partnering with C-suite/board-level stakeholders on strategy and reporting.
• Experience leading cross-functional initiatives across Sales, Product, Support, and Finance in a mid-to-large organization.
• Sharp analytical instincts — comfortable turning messy, cross-system data into a clear point of view.
• Strong program management discipline: can define OKRs, run execution cadences, and hold cross-functional teams to deadlines.
• Excellent written and verbal communication; able to flex from a board deck to a process doc.
• Bias toward action and ownership — genuinely embodies "Ack + Own."
• Comfortable operating with ambiguity in a fast-moving, distributed organization.

• Experience with digital/tech-touch customer engagement models, incident management or observability domain knowledge, experience with CS compensation plan design, and experience supporting a public-company reporting cadence.

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!

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:

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, prioritize their efforts, and drive engagement and performance.

• 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

*Eligibility may vary by role, region, and tenure

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses

PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. 

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PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.

PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.

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