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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 functions.
As Manager of Mid-Market Account Executives, you will build and lead Serval's founding mid-market sales team while defining the commercial motion for this critical segment. You'll be a player-coach responsible for hiring, coaching, and scaling a team of high-performing Account Executives who own the full sales cycle for multi-stakeholder IT and Security deals. You'll work closely with founders, GTM leadership, product, and engineering teams to shape strategy, build repeatable playbooks, and drive consistent revenue growth.
Key responsibilities include:
- Building, hiring, and scaling the mid-market AE team from the ground up, defining team structure and hiring profiles
- Coaching and developing your team through deal strategy, pipeline reviews, forecast management, and continuous skill development
- Driving team performance and holding accountability for team quota attainment, pipeline generation, and sales velocity metrics
- Maintaining a personal book of business and closing strategic deals to stay close to customers and model best practices
- Developing and refining the mid-market sales playbook, including outbound motions, qualification frameworks, demo narratives, and closing strategies
- Partnering with GTM leadership to define ICP, pricing and packaging, and territory/account assignment
- Collaborating cross-functionally with product, marketing, and engineering to shape roadmap priorities, messaging, and enablement
- Implementing sales process rigor: pipeline hygiene, CRM discipline, accurate forecasting, and deal inspection cadences
- Representing Serval at industry events and strategic customer meetings (approximately 25% travel)
Requirements:
- 5–8 years of B2B SaaS sales experience with at least 2 years managing and developing high-performing AE teams
- Proven track record of building and scaling sales teams at early-stage companies (Seed → Series B)
- Consistent overachievement as both an individual contributor and a people manager (President's Club, top performer recognition, or rapid career progression)
- Deep understanding of full-cycle sales in technical or workflow automation solutions, selling to IT, Security, or Engineering buyers
- Skilled at coaching complex, multi-stakeholder sales cycles (1–4 months) with VP/C-suite decision-makers
- Strong player-coach mentality — willing to carry a book of business while building the team and process
- Exceptional leadership, communication, and executive presence with the ability to inspire and hold teams accountable
- Based in or willing to work from San Francisco HQ five days a week, with regular travel to support team and customers
Nice to have:
- Management experience at high-velocity SaaS companies such as Verkada, Rippling, Gong, Outreach, Samsara, PagerDuty, Okta, or ServiceNow
- Experience hiring, ramping, and scaling AE teams from 0 → 5+ reps in the mid-market segment
- Track record of promoting team members and building career paths within your org
- Familiarity with sales methodologies (MEDDIC, MEDDPICC, Challenger, etc.) and modern sales tech stack (Salesforce, Outreach, Gong, etc.)
- Comfort coaching technical demos or discussing APIs, workflow builders, or automation platforms
