Sales Manager, Enterprise

Role Overview

The Manager of Enterprise Account Executives will build and lead a critical part of Serval's enterprise sales team, defining and executing our go-to-market motion for large, complex organizations. This role is ideal for a player-coach who has built and led enterprise sales teams at fast-growing SaaS companies, thrives in ambiguous, zero-to-one environments, and wants to help define a category at the enterprise level.

What You’ll Do

• Build, hire, and scale the enterprise AE team from the ground up, defining roles, territories, and hiring profiles for complex account coverage.
• Coach and develop your team on enterprise deal strategy, multi-threading, executive alignment, pipeline management, and forecasting discipline.
• Drive team performance and hold accountability for enterprise quota attainment, large deal progression, pipeline coverage, and forecast accuracy.
• Maintain a strategic book of business, owning and closing key enterprise accounts to stay close to customers and model best practices.
• Develop and refine the enterprise sales playbook — including account planning, outbound strategy, executive engagement, proof-of-value motions, and complex deal orchestration.
• Partner with GTM leadership to define enterprise ICP, pricing and packaging for large deployments, and account segmentation strategy.
• Collaborate cross-functionally with product, marketing, and engineering to influence roadmap, enterprise readiness, security/compliance positioning, and messaging.
• Establish strong sales process rigor: pipeline inspection, deal reviews, MEDDPICC adoption, CRM discipline, and accurate forecasting.
• Build relationships with executive stakeholders at target accounts and represent Serval in strategic customer engagements and industry events (travel ≈ 25–40%).

What You’ll Need

• 7–10+ years of B2B SaaS sales experience, with at least 2–3 years managing and developing enterprise AE teams.
• Proven track record of building and scaling enterprise sales teams at early- to growth-stage companies (Seed → Series C+).
• Consistent overachievement as both an individual contributor and leader — President’s Club, top performer recognition, or rapid career progression.
• Deep experience selling complex, high-value solutions into enterprise IT, Security, and Engineering organizations.
• Strong expertise in managing long, multi-stakeholder sales cycles (6–12+ months) with VP, SVP, and C-suite buyers.
• Demonstrated ability to coach multi-threaded deals, navigate procurement and legal processes, and drive executive alignment.
• Strong player-coach mentality — comfortable carrying a strategic quota while building the team and systems.
• Exceptional leadership, communication, and executive presence with the ability to influence senior stakeholders internally and externally.

Nice to Have

• Management experience at enterprise-focused SaaS companies.
• Experience building enterprise teams from 0 → 5+ reps and establishing territory/account planning frameworks.
• Track record of developing senior sellers and promoting leaders within your organization.
• Deep familiarity with enterprise sales methodologies (MEDDPICC, Challenger, Command of the Message, etc.) and modern sales tech stack (Salesforce, Outreach, Gong, etc.).
• Comfort leading technical sales motions, including proof-of-concepts, security reviews, and discussions around APIs, integrations, or automation platforms.