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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 to automate high-volume operational work across IT, HR, Finance, Security, Legal, and Engineering.
You will build and own Solutions Engineering at Serval from the ground up, defining strategy, hiring standards, playbooks, and the technical motion that converts sophisticated IT and security buyers into customers. Starting as a hands-on player-coach, you will personally carry technical deals while growing a team of technical sellers, setting the standard for demos and technical evaluations, and building the systems SEs will use.
Key responsibilities include:
- Own the complete Solutions Engineering function: strategy, hiring plan, team management, and technical sales motion
- Hire, manage, and develop the SE team, starting with the founding Solutions Engineer, and establish high technical selling standards
- Operate as a player-coach, personally handling strategic and early technical deals (discovery, architecture conversations, security reviews, executive briefings) while scaling the team
- Build foundational SE toolkit: demo environments, reference architectures, technical evaluation frameworks, competitive positioning, and enablement
- Define the technical sales motion with founders and account executives, codifying value-based use cases and success criteria
- Serve as the senior credible voice on security and access: guardrails, approval workflows, least-privilege access, audit logging, and compliance
- Establish metrics and operating cadence: technical win rates, pilot conversion, time-to-value, and forecasting inputs
- Own clean handoffs to the Deployment team and build repeatable processes as volume scales
- Act as bridge between field and Product, capturing objections and feature gaps to inform the roadmap
You will partner directly with founders, GTM leadership, and Product to make technical wins repeatable and feed field signals back into product development. Because this function is new, you'll write the playbooks.
REQUIREMENTS:
- 10+ years in solutions engineering, sales engineering, or comparable pre-sales technical role at high-growth B2B software or infrastructure company
- 2+ years leading a Solutions Engineering organization
- Track record building or scaling a Solutions Engineering function: hiring, setting standards, creating repeatable systems (demos, eval frameworks, enablement)
- Proven ability to sell technical products to senior IT and security buyers with hands-on credibility in front of CIOs, Heads of IT, and security leaders
- Genuine technical depth: can hold your own in architecture reviews, debug integrations live, answer sharp security questions without relying on decks, and teach others to do the same
- Working fluency with modern IT and identity stack: IdPs and SCIM, ITSM and ticketing, SaaS administration, APIs, access grant/revoke workflows
- Excellent communication and storytelling; ability to translate complex concepts for engineers and executives with leadership presence for senior-level representation
- Builder's instinct and high ownership; energized by being first, defining functions, and creating scalable systems
- Experience with ITSM, IGA, access management, security, or AI automation products is a strong plus
