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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.
This is the first dedicated Strategy & Operations hire for the Solutions Engineering organization—a critical priority for the go-to-market team. You will lead strategy and operations for SE leadership, helping run the technical side of the business day-to-day and making the SE team measurably more productive. Solutions Engineering is essential to improving deal conversions, and this role will build the organization from 0 to 1.
You will set strategic direction by partnering with SE leadership to identify high-leverage growth levers (coverage model, SE-to-AE ratio, specialization vs. generalist approaches, sales cycle engagement). You'll refine the hiring model and org structure for maximum GTM effectiveness, drive pilot and POC forecasting excellence at the SE, segment, and company level, and implement a scalable operating cadence including pilot reviews, technical win reviews, demo standards, and business reviews.
You will improve workflows by identifying and removing friction in the technical selling motion—scoping, demo prep, environment setup, integration reviews, security questionnaires, handoffs to deployment. You'll codify technical discovery methodology, pilot success criteria, and qualification standards to ensure repeatability as the team scales. You'll build a world-class SE content layer including demo environments, use-case libraries, pilot templates, integration playbooks, and technical battlecards. You'll improve GTM systems and data architecture so technical activity, pilot health, and outcomes are captured reliably.
You will foster data-driven decision-making by building analytics that explain technical performance: demo-to-pilot-to-close conversion, technical win rate, time to technical win, pilot cycle time, use-case mix, integration complexity, SE capacity and utilization, and ramp. You'll diagnose gaps and design fixes, ensure clear linkage to Product and Engineering by turning pilot outcomes and blockers into prioritized feedback, partner with Finance and RevOps on capacity planning and headcount modeling, and build tools to help SEs run their own book of technical work.
REQUIREMENTS:
- 6–8+ years of experience in Strategy & Operations, Revenue Operations, or Business Operations at a high-growth B2B software company
- Background in consulting, banking, PE, or corporate strategy desired; Solutions Engineering team experience a plus
- Demonstrated ability to drive open-ended initiatives from strategy through execution
- Strong analytical skills: structure ambiguous questions, pull data independently, spot insights, land recommendations; Excel/Sheets mastery required; SQL and BI tooling preferred
- Sufficient technical fluency to earn credibility with SEs and customer technical stakeholders; ability to follow integration conversations and distinguish real blockers from solvable issues
- Comfort and credibility working with senior GTM leadership through individual SEs and cross-functional stakeholders in Sales, Product, and Engineering
- Knowledge of Salesforce and GTM tech stack (Gong, Outreach, Amplemarket, Clay, etc.) a plus
- Judgment about what matters; ability to identify which competing initiatives move the business forward
- Comfort with ambiguity and bias to build; willingness to write the playbook from scratch
- Bonus: experience scaling pre-sales orgs from single-digit to nine-figure ARR, enterprise displacement and technical evaluation motions, AI-driven productivity innovation
- Must be willing and able to work onsite five days per week in San Francisco, CA
