Regional VP - Strat

The role

You will lead a second-line sales organization by managing frontline managers and their AE teams. You will define regional strategy, build territory architecture, and drive revenue growth across your segment.

What you will do

• Lead a second-line sales organization, managing and developing frontline sales managers and their AE teams
• Recruit, coach, and retain exceptional managers and individual contributors across your region
• Build a performance culture defined by accountability, development, and consistent execution
• Own regional go-to-market strategy including territory design, account segmentation, coverage modeling, and headcount planning
• Partner with GTM leadership on ICP refinement, pricing and packaging, and segment-specific positioning
• Hold full accountability for regional quota attainment, pipeline coverage, forecast accuracy, and sales velocity
• Develop and continuously improve the regional sales playbook
• Drive MEDDPICC and other methodology adoption across your teams
• Serve as an executive sponsor in key accounts and model elite selling behavior
• Collaborate with product, marketing, and engineering to surface regional feedback

Required qualifications

• 8–12+ years of B2B SaaS sales experience
• At least 3–5 years in second-line sales leadership or a first-line role with clear second-line trajectory
• Proven track record of building and scaling regional sales teams at high-growth companies (Series B and beyond)
• Deep expertise in territory design, coverage modeling, and frontline manager development
• Consistent overachievement across individual contributor and leadership roles
• Deep understanding of full-cycle sales in technical or workflow automation solutions, selling to IT, Security, or Engineering buyers
• Skilled at coaching complex, multi-stakeholder deals with director to C-suite decision-makers
• Exceptional executive presence and communication skills
• Based in or willing to work from our San Francisco or New York office

Nice to have

• Leadership experience at companies known for sales rigor and scale
• Experience building regional teams from 0 to scale and establishing territory and account planning frameworks
• Track record of developing frontline managers and building leadership pipelines within your org
• Deep familiarity with MEDDIC, MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)
• Comfort coaching technical sales motions including proof-of-concepts, security reviews, and API or automation platform discussions

Benefits

• Impact: Be a key player in shaping the success of our product and company
• Growth: Build a fundamentally new AI product offering and grow rapidly with the company
• Culture: Join a culture that values innovation, ownership, accountability, and fun

About the company

Serval is an AI-native enterprise service management platform that automates work. Headquartered in San Francisco, it has raised $277 million from investors including Sequoia Capital and Redpoint Ventures.