Role OverviewAs a Regional Sales Director at Serval, you'll build and lead a high-performing sales team, defining and executing our go-to-market motion in your segment and region. You'll start as a first-line manager, hiring and coaching a team of AEs who own the full sales cycle across multi-stakeholder IT, Security, and Engineering deals. As your team scales and performs, you'll grow into a second-line leadership role, developing frontline managers and expanding regional coverage.
You'll partner closely with founders, GTM leadership, product, and engineering to shape strategy, build repeatable playbooks, and drive consistent revenue growth.
This role is ideal for a player-coach who has built and led high-performing sales teams at fast-growing SaaS companies, thrives in zero-to-one environments, and wants to play a foundational role in defining a category.
What You'll Do- Build, hire, and scale your AE team from the ground up, defining team structure, territories, and hiring profiles for your segment.
- Coach and develop your team through deal strategy, pipeline reviews, forecast management, and continuous skill development.
- Drive team performance and hold accountability for quota attainment, pipeline generation, and sales velocity metrics.
- Maintain a strategic book of business and close key deals to stay close to customers and model best practices.
- Develop and refine the sales playbook for your segment - including outbound motions, qualification frameworks, demo narratives, and closing strategies.
- Partner with GTM leadership to define ICP, pricing and packaging, and territory and account assignment for your segment.
- Collaborate cross-functionally with product, marketing, and engineering to shape roadmap priorities, messaging, and enablement based on customer and team feedback.
- Implement sales process rigor: pipeline hygiene, CRM discipline, accurate forecasting, and deal inspection cadences.
- As the team scales, take on second-line responsibility - developing frontline managers, expanding headcount, and building regional leadership depth.
- Represent Serval at industry events and strategic customer meetings (travel ~25%).
What You'll Need- 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- to growth-stage companies (Seed Series C+).
- 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 with director to C-suite decision-makers.
- Strong player-coach mentality - willing to carry a book of business while building 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 our San Francisco or New York office, with regular travel to support team and customers.
Nice to Have- Management experience at high-velocity SaaS companies.
- 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.
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.
