Serval Account Executive, SLED at Serval builds the public sector business by owning target accounts and leading sales cycles with government IT leaders. The role involves defining go-to-market strategies and managing partner relationships.
Responsibilities
As a State & Local Government and Education (SLED) Account Executive, you’ll help build Serval’s public sector business from the ground up. You’ll own target accounts across a functional area, leading long, multi-stakeholder sales cycles with CIOs, CISOs, and IT modernization leaders who are under pressure to do more with less. You’ll work directly with our founders, product, and security teams to define our public sector go-to-market: which agencies we pursue, which contract vehicles and partners we use, and what our path to federal compliance looks like. This is a rare chance to open a new market for a category-defining company.
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, becoming a trusted advisor on AI automation and IT modernization.
Navigate complicated 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 to extend reach and meet contracting requirements.
Deliver demos and business cases that tie Serval’s automation to measurable mission outcomes, cost savings, and workforce efficiency.
Partner with our security and product teams to understand Serval’s compliance roadmap [e.g., FedRAMP, StateRAMP, IL levels] and communicate that appropriately based on customer demand.
Create repeatable playbooks for Serval’s public sector motion: territory strategy, partner model, pricing, and contract structure.
Represent Serval at industry events, agency briefings, and conferences (regular travel within the region, plus [X] trips per quarter).
Maintain disciplined forecasting and pipeline hygiene in Salesforce.
Qualification
Established network across SLED ITSkilled in strategic account planningExceptional presentationExperience at an early-stageRecognition for top performance
Required
6+ years of full-cycle B2B SaaS sales experience, with at least [3–4] years selling directly into state agencies (or equivalent) and consistent top-tier attainment.
Proven track record closing public sector software deals, including navigating long procurement cycles (6–18 months) and working through contract vehicles and partners.
Established network across SLED IT, Security, or modernization leadership.
Working knowledge of governmental acquisition processes, budget cycles, and compliance frameworks such as FedRAMP/StateRAMP and NIST.
Skilled in strategic account planning, multi-threading across program offices and stakeholders, and executive communication.
High-agency operator who thrives in unstructured environments and helps define processes rather than follow them.
Exceptional presentation, negotiation, and storytelling skills.
Willing to travel regularly to customer sites and events.
Preferred
Experience as an early or founding 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.
Experience at an early-stage, high-growth startup (Series A–D).
Recognition for top performance: President’s Club, top 10%, or rapid promotions.
