6-10+ years in Strategy & Operations or related fields, preferably in high-growth B2B software companies
Experience driving initiatives from strategy to execution, especially with cross-functional dependencies
Strong analytical skills with proficiency in Excel or Sheets; SQL and BI tools preferred
Ability to collaborate with senior leadership and cross-functional teams
Familiarity with Salesforce and GTM tech stack is a plus
Judgment in identifying impactful markets and strategic bets
Comfortable with ambiguity and building processes from scratch
Bonus: experience in launching new regions for B2B tech products
Responsibilities
Set strategic direction for new market entries, including sizing and competitive analysis
Collaborate with GTM leadership to define market entry models and hiring strategies
Implement scalable operating processes for market reviews and business assessments
Partner with RevOps, Marketing, and Sales for market-specific investments
Design account distribution and support coverage for new market teams
Develop partner and reseller strategies to facilitate market entry
Adjust pricing models in collaboration with Commercial Operations
Drive strategic decision-making for operationalizing new market segments
Identify and eliminate friction points in selling processes for new markets
Create a repeatable market launch playbook to streamline future entries
Enhance GTM systems and data architecture to support unique market needs
Promote AI adoption to improve operational efficiency
Build analytics to assess new market performance and diagnose gaps
Benefits
Impact: Play a crucial role in shaping the company's success
Growth: Opportunity to build a new AI product offering and grow with the company
Culture: Join a team that values innovation, ownership, accountability, and fun
Full Job Description
About the role
This is the first dedicated Strategy & Operations hire for Emerging Markets at Serval and a critical priority for the go-to-market team. You will own the strategy and operating engine for the markets Serval is entering next: the person who helps grow zero-to-one from idea to a repeatable motion. Focus areas include new geographies and customer segments within existing geographies. You will identify the strategic levers needed to win in each market, drive the execution to get there, and spot and address the gaps months before they materialize.
What you'll do
Set strategic direction and drive execution
Refine the entry thesis for each new market: sizing, ICP, competitive landscape, required investment, and the milestones that tell us to accelerate or pull back
Partner with GTM leadership on the go-to-market model for each market (direct vs. partner-led, coverage model, sub-market areas for focus, hiring strategy)
Implement a scalable operating cadence (market reviews, pipeline reviews, launch readiness checkpoints, business reviews) and drive the follow-through
Partner with RevOps, Marketing, and Sales to make market-specific investments (e.g., data / targeting, marketing campaigns)
Design territories, account distribution, and pre- / post- sales support coverage for new market teams
Build the partner, reseller, and SI strategy where it accelerates entry
Partner with Commercial Operations to adjust our pricing model to the needs of new markets
Drive day-to-day strategic decision-making to operationalize and build these new segments
Improve workflows and process
Find friction in selling into new markets and remove it: local quoting, security and compliance reviews, procurement, handoffs to deployment, anything costing reps time they should spend with customers
Codify a repeatable market launch playbook (launch checklists, qualification standards, stage definitions adapted for longer public sector cycles) so each new market is faster than the last
Improve our GTM systems and data architecture (Salesforce and the surrounding stack) to support new market entry and unique segment requirements
Drive adoption of AI wherever possible. Look for places Serval itself should be doing this work. We automate other companies' operational drag, and we should be our own best customer
Foster data-driven decision-making
Build the analytics that explain new-market performance: pipeline generation, conversion, cycle time, deal size, and win/loss versus the core business, plus the leading indicators of product-market fit in each market
Diagnose current and future gaps, then design and drive fixes. This role is measured on outcomes changed, not dashboards shipped
Partner with Finance, Revenue Strategy & Operations, SE Strategy & Operations, and Central RevOps on capacity planning, headcount modeling, and market-level P&L
What you'll bring
6-10+ years of experience, with a strong background in Strategy & Operations, Business Operations, Revenue Operations, or new-market GTM at a high-growth B2B software company. Management consulting, investment banking, private equity backgrounds desired
Demonstrated experience driving open-ended initiatives from strategy through execution, especially ones with heavy dependencies on Legal, Finance, Security, and People
Strong analytical horsepower: you can structure an ambiguous question, pull the data yourself, spot the insights, and land on a recommendation. Excel or Sheets mastery required, SQL and BI tooling preferred
Comfort and credibility working with senior GTM leadership through individual reps, as well as cross-functional stakeholders across Product, Engineering, Security, Legal, and Finance, and external partners
Knowledge of Salesforce and the GTM tech stack (Gong, ZoomInfo, Outreach, Amplemarket, Clay, etc.) a plus
Judgment about what matters. The hardest skill here is knowing which markets, and which bets within them, actually move the business forward
Comfort with ambiguity and a bias to build. There is no playbook yet. You are writing it
Bonus points: opening a new region from first deal to first team, firsthand experience with new market entry for a B2B tech product
Must be willing and able to work onsite five days per week in San Francisco or New York, with periodic work travel to emerging market locations
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.
