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Serval is an AI-native automation platform that builds intelligent agents to transform enterprise operations. Founded in early 2024 and backed by Sequoia Capital, Redpoint Ventures, and other leading investors, Serval is trusted by companies like Fox, Notion, Perplexity, Vercel, and Brex.
As Commercial Operations Lead, you will be Serval's first in this role, building the commercial operations function from the ground up. You will own deal structure, pricing strategy, discount governance, and the CPQ system that powers the sales organization.
Key responsibilities include:
- Develop and own pricing strategy for complex deal structures including multi-year commitments, ramps, co-terms, usage-based components, and expansion motions
- Design and maintain a scalable discount framework with clear approval matrices and delegation of authority
- Serve as the first line of approval on deal-level pricing and commercial terms, with fast turnaround especially at quarter-end
- Own the CPQ system end-to-end: price book, configuration rules, bundling logic, approval workflows, and quote accuracy
- Build analytics on discount depth, price realization, margin leakage, and approval cycle time
- Conduct competitive intelligence on pricing and use analysis to drive changes to packaging and list price
- Partner with sales leadership, Legal, Finance, and Product to structure deals and educate the team on pricing rationale
- Create playbooks and guidance to enable self-service deal structuring where possible
You will be measured on how fast standard deals move and how well complex ones are structured. This is a build-from-scratch opportunity where you design the system, earn buy-in from stakeholders, and keep processes light enough that reps use them rather than route around them.
Required experience: 6-8+ years in deal desk, revenue operations, sales finance, or similar commercial function at high-growth B2B software companies. You must have direct experience structuring enterprise deals, hands-on CPQ ownership (Salesforce CPQ, DealHub, Salesbricks, etc.), strong analytical skills (Excel/Sheets mastery required, SQL/BI preferred), and working knowledge of revenue recognition. You should be comfortable operating cross-functionally, holding a line on pricing while remaining a partner to sales, and have a bias toward enabling rather than gatekeeping.
Bonus experience includes building deal desk functions from scratch, enterprise displacement motions, or selling into IT/CIOs. Must be willing to work onsite five days per week in San Francisco.
