Account Executive, Majors

About the role

As a Majors Account Executive, you'll own Serval's target accounts across large, established organizations that are ready to transform how they work. You'll lead sophisticated, multi-threaded sales cycles with IT, Security, and Operations executives — often spanning multiple teams or business units — to help these companies modernize their workflows through AI automation. You'll collaborate closely with our founders and product team to shape Serval's majors motion, influence roadmap priorities, and define what AI-powered IT looks like at scale. This is a rare opportunity to help build a category-defining company from the ground up.

Responsibilities

• Own the full sales cycle across major accounts — from prospecting and stakeholder mapping to close and expansion.
• Develop deep relationships with senior IT, Security, and Operations leaders across large, matrixed organizations, becoming a trusted advisor on automation strategy.
• Orchestrate complex buying committees spanning multiple business units or regions, aligning technical, security, and business stakeholders around Serval's value proposition.
• Deliver compelling demos and business cases that tie Serval's AI automation to measurable ROI and efficiency gains.
• Partner with founders, product, and engineering to influence roadmap priorities and ensure seamless delivery at scale.
• Create repeatable playbooks for Serval's majors motion — deal structure, pricing, and multi-unit expansion strategy.
• Represent Serval at industry events, conferences, and executive briefings (travel as needed, typically once per quarter).

Requirements

• 6+ years of full-cycle B2B SaaS sales experience, with consistent top-tier attainment.
• Proven success selling technical or workflow automation platforms into 5–10K employee organizations across multiple stakeholders.
• Expertise running sophisticated, multi-stakeholder sales cycles (4–9 months) with VP and C-suite buyers in IT, Security, or Operations.
• Skilled in strategic account planning, multi-threading across business units, and executive communication.
• High-agency operator — thrives in unstructured environments and helps define process rather than follow it.
• Exceptional presentation, negotiation, and storytelling skills.
• Based in or willing to work from our San Francisco HQ five days a week, with regular travel to customer sites and events.

Nice to Have

• Previous experience at high-velocity SaaS companies.
• Experience joining or helping scale an early-stage startup (Series A–D).
• Recognition for top performance — President's Club, top 10%, or rapid promotions.
• Familiarity with AI, ITSM, or workflow automation categories.
• Comfort demoing or discussing APIs, integrations, and automation architecture with technical audiences.

Compensation

$325K