Account Executive, SLED

🔥 14 hours ago

🇺🇸 United States – Remote

💵 $350k - $400k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Serval

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

SaaS • Enterprise • Artificial Intelligence

Serval is an enterprise SaaS company that provides an AI-powered service management (ITSM) platform designed to automate employee requests, onboarding/offboarding, just-in-time access, incident/change/problem management, and other repetitive support work. The platform uses AI agents, background agents, and an “Automation Opportunity Finder” to analyze historical ticket data, draft deterministic workflows, and suggest or publish automations while preserving enterprise-grade security, governance, and auditability. Serval integrates with existing ITSMs (ServiceNow, JSM, Freshservice), supports bidirectional sync, and emphasizes code-based, admin-approved workflows for safe automated actions. The company raised a $150M Series C at a $3B valuation led by Sequoia (per provided information).

📋 Description

• Own the full sales cycle from account planning and opportunity identification through procurement, award, and expansion • Build relationships with senior IT, Security, and mission leaders across state agencies, local government, and higher learning • Advise customers on AI automation and IT modernization • Navigate acquisition processes, budget cycles, funding sources, and procurement paths • Build and manage relationships with resellers, systems integrators, and channel partners • Deliver demos and business cases tied to mission outcomes, cost savings, and workforce efficiency • Partner with security and product teams on the FedRAMP, StateRAMP, and IL-level compliance roadmap • Create repeatable public-sector playbooks covering territory strategy, partner model, pricing, and contract structure • Represent Serval at industry events, agency briefings, and conferences • Travel regularly within the region and take additional quarterly trips • Maintain forecasting and pipeline hygiene in Salesforce

🎯 Requirements

• 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 • Experience navigating 6–18 month procurement cycles, contract vehicles, and partners • Established network across SLED IT, Security, or modernization leadership • Working knowledge of governmental acquisition processes and budget cycles • Working knowledge of FedRAMP, StateRAMP, and NIST compliance frameworks • Strategic account planning and multi-threading across program offices and stakeholders • Executive communication, presentation, negotiation, and storytelling skills • Ability to thrive in unstructured environments and define processes • Willingness to travel regularly to customer sites and events • Nice to have: early/founding seller experience at a commercial SaaS company entering the public sector • Nice to have: experience selling IT service management, identity, security, or automation platforms • Nice to have: experience with FedRAMP or agency ATO processes • Nice to have: early-stage, high-growth startup experience • Nice to have: President’s Club, top 10%, or rapid-promotion recognition

🏖️ Benefits

• Meaningful early-stage equity • Comprehensive health coverage • Flexible PTO • Daily lunches and snacks • Onsite gym access • Regular team events and offsites • Growth opportunities with support from experienced team and investors

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