Account Executive, Federal

The role

You will build Serval's federal business from the ground up. You will own target accounts and lead long, multi-stakeholder sales cycles with CIOs, CISOs and IT modernization leaders.

What you will do

• Own the full federal sales cycle, from account planning through procurement, award and expansion.
• Build relationships with senior IT, Security and mission leaders across agencies as 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.
• Build and manage relationships with resellers, systems integrators and channel partners.
• Deliver demos and business cases that tie Serval's automation to measurable mission outcomes, cost savings and workforce efficiency.
• Partner with security and product teams on the federal compliance roadmap and communicate it based on customer demand.
• Create repeatable playbooks for the federal motion: territory strategy, partner model, pricing and contract structure.
• Represent Serval at federal industry events, agency briefings and conferences.
• Maintain disciplined forecasting and pipeline hygiene in Salesforce.

Required qualifications

• 6+ years of full-cycle B2B SaaS sales experience.
• At least 3 to 4 years selling directly into federal agencies and consistent top-tier attainment.
• Proven track record closing federal software deals, including procurement cycles of 6 to 18 months.
• Experience working through contract vehicles and partners.
• Established network across federal IT, Security or modernization leadership, with at least one area of selected expertise (Federal Civilian, DoW or 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 executive communication.
• High-agency operator who thrives in unstructured environments and helps define processes.
• 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 to 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, and grow rapidly with the company.
• Culture that values innovation, ownership, accountability and fun.

Before you apply

• Regular travel to customer sites and events is required.

About the company

Serval is an AI-native enterprise service management platform that automates work legacy IT service management tools only track. It is headquartered in San Francisco and has raised $277 million, most recently a $150 million Series C at a $3 billion valuation.