Mid-Market SaaS Sales Leader: Build & Scale AEs

SERVAL; Austin (TX); On-site; USD 180,000 - 240,000; Full time

Job summary

Serval is seeking a Manager of Mid-Market Account Executives in San Francisco to build and lead our founding mid-market sales team. You’ll hire, coach, and scale AEs who own full sales cycles for multi-stakeholder IT and Security deals.

You’ll partner with founders, GTM leadership, product, and engineering to shape strategy, craft repeatable playbooks, and drive consistent revenue growth with travel to support customers.

Qualifications

• 5–8 years of B2B SaaS sales with at least 2 years managing and developing high-performing AE teams.
• Proven track record of building and scaling sales teams at early-stage SaaS companies (Seed → Series B).
• Consistent overachievement as both individual contributor and people manager (President's Club, top performer).
• Deep understanding of full-cycle sales in technical/workflow automation solutions (IT, Security, Engineering).
• Skills coaching complex, multi-stakeholder sales cycles (1–4 months) with VP/C-suite decisions.

Responsibilities

• 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 — outbound motions, qualification frameworks, demos, 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.
• Implement sales process rigor: pipeline hygiene, CRM discipline, forecasting, and deal inspection cadences.
• Represent Serval at industry events and strategic customer meetings (travel ≈ 25%).

Skills

B2B SaaS sales

Team leadership

Deal strategy

Pipeline management

Forecasting

Multi-stakeholder selling

Executive communication

Travel readiness

Coaching

Tools

Salesforce

Outreach

Gong

Job description

Serval is seeking a Manager of Mid-Market Account Executives in San Francisco to build and lead our founding mid-market sales team. You’ll hire, coach, and scale AEs who own full sales cycles for multi-stakeholder IT and Security deals.

You’ll partner with founders, GTM leadership, product, and engineering to shape strategy, craft repeatable playbooks, and drive consistent revenue growth with travel to support customers.