Sales Manager, Enterprise

WHO WE ARE

Serval http://serval.com/ is the AI-native enterprise service management platform that automates the work legacy IT service management tools only track. Our AI agents build the automations that power employee support, then resolve requests against them instantly—helping teams across IT, HR, finance, legal, and beyond automate work within one governed platform.

Companies including Fox, Live Nation, Notion, Ramp, and Lucid Motors run on Serval. Headquartered in San Francisco, we’ve raised $277 million from investors including Sequoia Capital, Redpoint Ventures, First Round, General Catalyst, and Elad Gil, most recently a $150 million Series C at a $3 billion valuation.

We’re building a team that moves quickly, takes ownership, and wants to make a meaningful impact on how the world’s largest organizations work. Come help us build what’s next for enterprise service management.

ROLE OVERVIEW

As the Manager of Enterprise Account Executives, you’ll build and lead a critical part of Serval’s enterprise sales team, defining and executing our go-to-market motion for large, complex organizations. You’ll be responsible for hiring, coaching, and scaling a team of high-performing AEs who own long-cycle, multi-threaded deals across IT, Security, and Engineering organizations.

You’ll partner closely with founders, GTM leadership, product, and engineering to shape enterprise strategy, develop repeatable sales motions, and drive predictable revenue growth across high-value accounts.

This role is ideal for a player-coach who has built and led enterprise sales teams at fast-growing SaaS companies, thrives in ambiguous, zero-to-one environments, and wants to help define a category at the enterprise level.

WHAT YOU’LL DO

- Build, hire, and scale the enterprise AE team from the ground up, defining roles, territories, and hiring profiles for complex account coverage.

- Coach and develop your team on enterprise deal strategy, multi-threading, executive alignment, pipeline management, and forecasting discipline.

- Drive team performance and hold accountability for enterprise quota attainment, large deal progression, pipeline coverage, and forecast accuracy.

- Maintain a strategic book of business, owning and closing key enterprise accounts to stay close to customers and model best practices.

- Develop and refine the enterprise sales playbook — including account planning, outbound strategy, executive engagement, proof-of-value motions, and complex deal orchestration.

- Partner with GTM leadership to define enterprise ICP, pricing and packaging for large deployments, and account segmentation strategy.

- Collaborate cross-functionally with product, marketing, and engineering to influence roadmap, enterprise readiness, security/compliance positioning, and messaging.

- Establish strong sales process rigor: pipeline inspection, deal reviews, MEDDPICC adoption, CRM discipline, and accurate forecasting.

- Build relationships with executive stakeholders at target accounts and represent Serval in strategic customer engagements and industry events (travel ≈ 25–40%).

WHAT YOU’LL NEED

- 7–10+ years of B2B SaaS sales experience, with at least 2–3 years managing and developing enterprise AE teams.

- Proven track record of building and scaling enterprise sales teams at early- to growth-stage companies (Seed → Series C+).

- Consistent overachievement as both an individual contributor and leader — President’s Club, top performer recognition, or rapid career progression.

- Deep experience selling complex, high-value solutions into enterprise IT, Security, and Engineering organizations.

- Strong expertise in managing long, multi-stakeholder sales cycles (6–12+ months) with VP, SVP, and C-suite buyers.

- Demonstrated ability to coach multi-threaded deals, navigate procurement and legal processes, and drive executive alignment.

- Strong player-coach mentality — comfortable carrying a strategic quota while building the team and systems.

- Exceptional leadership, communication, and executive presence with the ability to influence senior stakeholders internally and externally.

NICE TO HAVE

- Management experience at enterprise-focused SaaS companies.

- Experience building enterprise teams from 0 → 5+ reps and establishing territory/account planning frameworks.

- Track record of developing senior sellers and promoting leaders within your organization.

- Deep familiarity with enterprise sales methodologies (MEDDPICC, Challenger, Command of the Message, etc.) and modern sales tech stack (Salesforce, Outreach, Gong, etc.).

- Comfort leading technical sales motions, including proof-of-concepts, security reviews, and discussions around APIs, integrations, or automation platforms.

WHAT WE OFFER

- Impact: Be a key player in shaping the success of our product and company.

- Growth: Build a fundamentally new AI product offering with the support of our experienced team and investors. Grow rapidly with the company.

- Culture: Join a culture that values innovation, ownership, accountability, and fun.