Role OverviewAs the Manager of Mid-Market Account Executives, you'll build and lead our founding mid-market sales team while helping define Serval's commercial motion in this critical segment. You'll be responsible for hiring, coaching, and scaling a team of high-performing AEs who own the full sales cycle for multi-stakeholder IT and Security deals. You'll partner closely with our founders, GTM leadership, product, and engineering teams 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 the mid-market AE team from the ground up, defining team structure and hiring profiles.
- Coach and develop your team through deal strategy, pipeline reviews, forecast management, and continuous skill development.
- Drive team performance and hold accountability for team quota attainment, pipeline generation, and sales velocity metrics.
- Maintain a personal book of business and close strategic deals to stay close to customers and model best practices.
- Develop and refine the mid-market sales playbook - including outbound motions, qualification frameworks, demo narratives, and closing strategies.
- Partner with GTM leadership to define ICP, pricing and packaging, and territory/account assignment for the mid-market 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.
- 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-stage companies (Seed Series B).
- 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 (1-4 months) with VP/C-suite decision-makers.
- Strong player-coach mentality - willing to carry a book of business while building the 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 HQ five days a week, with regular travel to support team and customers.
Nice to Have- Management experience at high-velocity SaaS companies such as Verkada, Rippling, Gong, Outreach, Samsara, PagerDuty, Okta, or ServiceNow.
- 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.
