Serval Account Executive, Federal at Serval leads federal sales cycles and builds relationships with federal IT and security leaders. The role includes defining go-to-market strategies and managing partner relationships for federal compliance.
Responsibilities
As a Federal Account Executive, you’ll help build Serval’s federal 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 federal sales cycle, from account planning and opportunity identification through procurement, award, and expansion.
Build relationships with senior IT, Security, and mission leaders across agencies, becoming a trusted advisor on AI automation and IT modernization.
Navigate federal acquisition: map budget cycles, identify funding sources, and position Serval for the right procurement path [e.g., GSA Schedule, SEWP, OTAs, SBIR/CSO pathways].
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 federal compliance roadmap [e.g., FedRAMP, StateRAMP, IL levels] and communicate that appropriately based on customer demand.
Create repeatable playbooks for Serval’s federal motion: territory strategy, partner model, pricing, and contract structure.
Represent Serval at federal 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 federal 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 federal agencies and consistent top-tier attainment.
Proven track record closing federal software deals, including navigating long procurement cycles (6–18 months) and working through contract vehicles and partners.
Established network across federal IT, Security, or modernization leadership. At least one area of selected expertise (Federal Civilian, DoW, IC).
Working knowledge of federal acquisition processes, budget cycles, and compliance frameworks such as FedRAMP 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 federal 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.
Active security clearance [or eligibility to obtain one].
Experience at an early-stage, high-growth startup (Series A–D).
Recognition for top performance: President’s Club, top 10%, or rapid promotions.
