Role OverviewAs VP of Sales, Majors at Serval, you'll own the majors segment and build the team, systems, and strategy to win it. This is a rare opportunity to join a Sequoia-backed AI company at Series B and define how we go to market across the 5-10k employee segment - a high-value, complex tier of large enterprises that represents a significant portion of our total addressable market.
You'll come in as a third-line leader, building and scaling a layered organization of frontline managers and Enterprise AEs from the ground up. You'll define segment strategy, territory architecture, and the majors playbook - then hire the team to execute it. This is not a role for someone who wants to inherit a machine. It's for someone who wants to build one.
You'll partner directly with the founders and GTM leadership to shape enterprise strategy, influence product and pricing, and drive predictable, compounding revenue growth in the largest deals we run.
What You'll Do- Organizational Leadership
- Build and scale a third-line majors sales organization, including frontline managers and Enterprise AE teams covering the 5-10k employee segment
- Recruit, develop, and retain exceptional sales managers and enterprise individual contributors capable of running complex, multi-stakeholder deals
- Create a performance culture defined by accountability, coaching rigor, and career development
- Segment and Territory Strategy
- Own majors segment strategy end-to-end: ICP definition, territory design, named-account planning, and coverage modeling
- Define and evolve the majors go-to-market motion across outbound, partner, and executive-sponsored channels
- Partner with GTM leadership on pricing, packaging, and deal economics for large enterprise accounts
- Translate market intelligence into strategic adjustments to territory, headcount, and resource allocation
- Revenue Ownership
- Hold full accountability for majors ARR, quota attainment, pipeline coverage, and forecast accuracy
- Establish and maintain forecasting discipline and pipeline inspection cadences across the organization
- Drive deal progression and win rates in complex sales cycles - coaching teams to multi-thread, build consensus across stakeholders, and close with conviction
- Sales Excellence
- Develop and continuously refine the majors sales playbook: enterprise outbound strategy, discovery frameworks, proof-of-value motions, and executive- and champion-led close strategies
- Implement MEDDPICC and other process rigor across the team
- Serve as an executive sponsor in strategic majors accounts and model best-in-class enterprise selling behavior
- Cross-Functional Partnership
- Collaborate with product, marketing, and engineering to influence roadmap priorities, security and compliance positioning, and majors-segment messaging
- Partner with Revenue Operations on tooling, reporting, and enablement infrastructure
- Represent the majors segment at the leadership level - advocating for resources, headcount, and strategic investment
- Travel approximately 25-50%.
What You'll Need- 10+ years of B2B SaaS sales experience, with at least 3-5 years in second- or third-line sales leadership
- Proven track record of building and scaling enterprise or majors sales organizations at high-growth companies (Series B and beyond)
- Deep expertise in named-account strategy, territory design, and coverage modeling at scale
- Consistent overachievement across both individual contributor and leadership roles - President's Club, top performer recognition, or accelerated career progression
- Experience selling into IT, Security, and Engineering organizations at the 5-10k employee tier
- Strong command of complex enterprise sales cycles (3-6 months) with VP- to C-level buyers and multiple stakeholders
- Exceptional executive presence and communication skills - credible with C-suite customers, cross-functional partners, and the board
- A builder's mindset: you thrive in ambiguity, create structure where none exists, and raise the bar for everyone around you
Nice to Have- Experience as an early or founding sales leader who scaled an enterprise function from zero
- Management experience at companies known for enterprise sales excellence
- Track record of developing managers and building internal career paths within your org
- Deep familiarity with MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)
- Comfort leading technical sales motions including proof-of-concepts, security reviews, and API or automation platform discussions
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.
