Role OverviewAs a Commercial Sales Leader, you'll build and lead Serval's commercial sales team, defining and executing our go-to-market motion for mid-sized, fast-moving organizations. You'll be responsible for hiring, coaching, and scaling a team of high-performing AEs who own high-velocity, multi-threaded deals across IT, Security, and Engineering organizations.
You'll partner closely with founders, GTM leadership, product, and engineering to shape commercial strategy, develop repeatable sales motions, and drive predictable revenue growth across a high-volume account base.
This role is ideal for a player-coach who has built and led commercial sales teams at fast-growing SaaS companies, thrives in ambiguous, zero-to-one environments, and wants to help define a category at scale.
What You'll Do- Build, hire, and scale the commercial AE team from the ground up, defining roles, territories, and hiring profiles for 1-5k employee account coverage.
- Coach and develop your team on commercial deal strategy, multi-threading, champion building, pipeline management, and forecasting discipline.
- Drive team performance and hold accountability for commercial quota attainment, deal velocity, pipeline coverage, and forecast accuracy.
- Maintain a strategic book of business, owning and closing key commercial accounts to stay close to customers and model best practices.
- Develop and refine the commercial sales playbook - including account planning, outbound strategy, stakeholder engagement, proof-of-value motions, and efficient deal orchestration.
- Partner with GTM leadership to define commercial ICP, pricing and packaging for mid-market deployments, and account segmentation strategy.
- Collaborate cross-functionally with product, marketing, and engineering to influence roadmap, security/compliance positioning, and messaging relevant to commercial buyers.
- Establish strong sales process rigor: pipeline inspection, deal reviews, MEDDPICC adoption, CRM discipline, and accurate forecasting.
- Build relationships with key stakeholders at target accounts and represent Serval in strategic customer engagements and industry events (travel ~20-30%).
What You'll Need- 5-8+ years of B2B SaaS sales experience, with at least 2-3 years managing and developing commercial or mid-market AE teams.
- Proven track record of building and scaling commercial 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 into mid-sized organizations across IT, Security, and Engineering personas.
- Strong expertise in managing deals with 1-3 month sales cycles and director to VP-level buyers.
- Demonstrated ability to coach efficient, high-velocity deals while maintaining multi-threading discipline and driving champion-led closes.
- Strong player-coach mentality - comfortable carrying a strategic quota while building the team and systems.
- Exceptional leadership, communication, and presence with the ability to influence stakeholders internally and externally.
Nice to Have- Management experience at commercial or mid-market-focused SaaS companies.
- Experience building commercial teams from 0 to 5+ reps and establishing territory and account planning frameworks.
- Track record of developing sellers and promoting leaders within your organization.
- Deep familiarity with sales methodologies (MEDDPICC, Challenger, Command of the Message) 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.
