Account Executive, Federal

Serval; San Francisco (CA); On-site; USD 350,000 - 400,000; Full time

Job summary

Serval is seeking a Federal Account Executive to lead the federal business from the ground up, owning target accounts and multi-stakeholder sales cycles with CIOs, CISOs, and IT modernization leaders.

You will work with founders, product, and security teams to define the public sector go-to-market, ensure FedRAMP/NIST compliance, and travel to customer sites and events as needed. This is a rare chance to open a new market for a category-defining company.

Qualifications

• 6+ years of full-cycle B2B SaaS sales experience with 3–4 years selling directly into federal agencies.
• Proven track record closing federal software deals, including navigating long procurement cycles.
• Established network across federal IT, security, or modernization leadership.
• Working knowledge of FedRAMP and NIST compliance frameworks.
• Skilled in strategic account planning, multi-threading across program offices and stakeholders.
• High-agency operator who thrives in unstructured environments and helps define processes.
• Willing to travel regularly to customer sites and events.

Responsibilities

• Own the full federal sales cycle from account planning to procurement, award, and expansion.
• Build relationships with senior IT, Security, and mission leaders across agencies.
• Navigate federal acquisition, map budget cycles, and position Serval for the right procurement path.
• Develop and manage relationships with resellers, systems integrators, and channel partners.
• Deliver demos and business cases tying Serval’s automation to mission outcomes and cost savings.
• Collaborate with security and product teams to communicate FedRAMP/NIST compliance roadmaps.
• Create repeatable playbooks for territory strategy, partner models, pricing, and contracting.
• Represent Serval at federal industry events and conferences with regular travel.
• Maintain forecasting and pipeline hygiene in Salesforce.

Skills

Full-cycle B2B SaaS sales

Federal agency selling

Strategic account planning

Executive communication

Willing to travel

Tools

Salesforce

Job description

Who We Are

Serval is the AI-native enterprise service management platform that automates the work legacy IT service management tools only track. Our AI agents build the automations that power employee support, then resolve requests against them instantly—helping teams across IT, HR, finance, legal, and beyond automate work within one governed platform. Companies including Fox, Live Nation, Notion, Ramp, and Lucid Motors run on Serval. Headquartered in San Francisco, we’ve raised $277 million from investors including Sequoia Capital, Redpoint Ventures, First Round, General Catalyst, and Elad Gil, most recently a $150 million Series C at a $3 billion valuation. We’re building a team that moves quickly, takes ownership, and wants to make a meaningful impact on how the world’s largest organizations work. Come help us build what’s next for enterprise service management.

Role Overview

As a Federal Account Executive, you’ll help build Serval’s federal business from the ground up. You’ll own target accounts across a functional area, leading long, multi-stakeholder sales cycles with CIOs, CISOs, and IT modernization leaders who are under pressure to do more with less. You’ll work directly with our founders, product, and security teams to define our public sector go-to-market: which agencies we pursue, which contract vehicles and partners we use, and what our path to federal compliance looks like. This is a rare chance to open a new market for a category-defining company.

What You’ll Do

• Own the full federal sales cycle, from account planning and opportunity identification through procurement, award, and expansion.
• Build relationships with senior IT, Security, and mission leaders across agencies, becoming a trusted advisor on AI automation and IT modernization.
• Navigate federal acquisition: map budget cycles, identify funding sources, and position Serval for the right procurement path [e.g., GSA Schedule, SEWP, OTAs, SBIR/CSO pathways].
• Build and manage relationships with resellers, systems integrators, and channel partners to extend reach and meet contracting requirements.
• Deliver demos and business cases that tie Serval’s automation to measurable mission outcomes, cost savings, and workforce efficiency.
• Partner with our security and product teams to understand Serval’s federal compliance roadmap [e.g., FedRAMP, StateRAMP, IL levels] and communicate that appropriately based on customer demand.
• Create repeatable playbooks for Serval’s federal motion: territory strategy, partner model, pricing, and contract structure.
• Represent Serval at federal industry events, agency briefings, and conferences (regular travel within the region, plus [X] trips per quarter).
• Maintain disciplined forecasting and pipeline hygiene in Salesforce.

What You’ll Need

• 6+ years of full-cycle B2B SaaS sales experience, with at least [3–4] years selling directly into federal agencies and consistent top-tier attainment.
• Proven track record closing federal software deals, including navigating long procurement cycles (6–18 months) and working through contract vehicles and partners.
• Established network across federal IT, Security, or modernization leadership. At least one area of selected expertise (Federal Civilian, DoW, IC).
• Working knowledge of federal acquisition processes, budget cycles, and compliance frameworks such as FedRAMP and NIST.
• Skilled in strategic account planning, multi-threading across program offices and stakeholders, and executive communication.
• High-agency operator who thrives in unstructured environments and helps define processes rather than follow them.
• Exceptional presentation, negotiation, and storytelling skills.
• Willing to travel regularly to customer sites and events.

Nice to Have

• Experience as an early or founding federal seller at a commercial SaaS company entering the public sector.
• Background selling IT service management, identity, security, or automation platforms.
• Experience helping a company through FedRAMP or agency ATO processes.
• Active security clearance [or eligibility to obtain one].
• Experience at an early-stage, high-growth startup (Series A–D).
• Recognition for top performance: President’s Club, top 10%, or rapid promotions.

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.

Compensation Range: $350K - $400K