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Serval is an AI-native automation platform that builds intelligent agents to transform enterprise operations. Founded in early 2024, the company is already trusted by Fox, Notion, Perplexity, Vercel, and Brex, and is backed by Sequoia Capital, Redpoint Ventures, and other leading investors.
As Head of the Associate AE Program, you will build and lead Serval's founding early-career sales program from the ground up. This is a highly selective, cohort-based apprenticeship designed to develop exceptional early-career talent into Account Executives and GTM leaders. You will own the program end-to-end: recruiting, curriculum design, coaching, and graduation. Your Associate AEs will generate real pipeline to drive growth across all business segments.
Key responsibilities include:
- Design and launch the Associate AE Program, defining cohort structure, hiring profiles, curriculum, and graduation criteria, starting with a founding cohort of 4-6 Associates
- Recruit and hire each cohort with an uncompromising bar for intellectual horsepower, grit, coachability, and track record of excellence
- Run a 6-9 month, three-phase program that builds pipeline while developing Associates into top AE talent
- Coach Associates through call reviews, mock discovery, objection handling, demo certification, and deal strategy
- Own pipeline results across segments: intent coverage, speed-to-lead, outbound into unassigned accounts, and follow-through on field and ABM programs
- Build the apprenticeship model by pairing Associates with top AEs and sales managers, moving them progressively toward running discovery, delivering demos, and owning smaller deals end-to-end
- Recruit AEs, marketers, product leaders, and executives to deliver curriculum modules and build a reusable training library
- Partner with sales leadership on graduation, defining the bar and placing graduates into AE roles
- Implement the program's operating rhythm and economics: ROI model, pipeline per Associate, and hiring forecasts
- Build a world-class destination program through employer branding, university partnerships, and recruiting events
You will report to the VP of Mid-Market and work closely with founders, sales leadership, marketing, RevOps, and enablement. The role is based in San Francisco or New York with a five-day-per-week office requirement.
REQUIREMENTS:
- 5+ years of B2B SaaS sales experience, including at least 2 years leading and developing SDR, BDR, or early-career sales organizations
- Prior experience as a quota-carrying Account Executive, ideally having come up through the SDR path, to teach full-cycle selling
- Proven track record of developing reps who were promoted into closing roles and succeeded
- Obsession with pipeline and metrics, with strong command of conversion data, forecasting, and CRM discipline
- Exceptional coaching and teaching ability, with experience building curriculum, certifications, or enablement programs
- High hiring bar and strong instincts for spotting raw talent
- Credibility with senior AEs, sales leaders, and executives; ability to work cross-functionally
- Experience selling to or coaching reps who sell to technical buyers in IT, Security, or Engineering
- Based in or willing to relocate to San Francisco or New York; must work from office five days per week
NICE TO HAVE:
- Experience building or running an Associate AE, rotational, or leadership development program
- Leadership experience at AI-native companies
- Experience launching a program from 0 → 1 and scaling it cohort over cohort
- Familiarity with sales methodologies (MEDDPICC, Command of the Message, Challenger) and modern sales tech (Salesforce, Gong, Amplemarket, Claude, Nooks, Clay)
- Experience partnering with universities, alumni networks, or campus recruiting teams
- Ambition to grow into a broader sales leadership role
