Account Executive, SLED

The role

You will build Serval's public sector business from the ground up. You will own target accounts and lead long, multi-stakeholder sales cycles with CIOs, CISOs and IT modernization leaders in state, local and education organizations.

What you will do

• Own the full sales cycle from account planning through procurement, award and expansion.
• Build relationships with senior IT, Security and mission leaders across state agencies, local government and higher learning.
• Map budget cycles, identify funding sources and position Serval for the right procurement path.
• Build and manage relationships with resellers, systems integrators and channel partners.
• Deliver demos and business cases that tie Serval's automation to measurable outcomes.
• Partner with security and product teams on the compliance roadmap, such as FedRAMP and StateRAMP.
• Create repeatable playbooks for territory strategy, partner model, pricing and contract structure.
• Represent Serval at industry events, agency briefings and conferences.
• Maintain forecasting and pipeline hygiene in Salesforce.

Required qualifications

• 6+ years of full-cycle B2B SaaS sales experience.
• At least [3–4] years selling directly into state agencies or equivalent.
• Consistent top-tier attainment.
• Proven track record closing public sector software deals with 6 to 18 month procurement cycles.
• Established network across SLED IT, Security or modernization leadership.
• Working knowledge of governmental acquisition, budget cycles and compliance frameworks such as FedRAMP, StateRAMP and NIST.
• Skilled in strategic account planning, multi-threading and executive communication.
• Exceptional presentation, negotiation and storytelling skills.
• Willing to travel regularly to customer sites and events.

Nice to have

• Experience as an early or founding 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.
• Experience at an early-stage, high-growth startup (Series A–D).
• Recognition for top performance: President's Club, top 10%, or rapid promotions.

Benefits

• Impact: a key role in shaping the success of the product and company.
• Growth: build a new AI product offering with an experienced team and investors.
• Culture that values innovation, ownership, accountability and fun.

Before you apply

• Travel is regular, including [X] trips per quarter to events.

About the company

Serval is an AI-native enterprise service management platform based in San Francisco. It has raised $277 million, most recently a $150 million Series C at a $3 billion valuation.