Account Executive, SLED

Serval

21h • $350,000 - $400,000

About The Position

As a State & Local Government and Education (SLED) Account Executive, you will help build Serval’s public sector business. You will own target accounts across a functional area and lead long, multi-stakeholder sales cycles with public-sector IT and modernization leaders. Working with Serval’s founders, product, and security teams, you will help shape the public-sector go-to-market strategy, including target agencies, contract vehicles, partner relationships, and the path to federal compliance.

Requirements

• At least 6 years of full-cycle B2B SaaS sales experience.
• At least 3–4 years selling directly into state agencies or equivalent.
• Consistent top-tier sales attainment.
• Proven record of closing public-sector software deals, including navigating procurement cycles of 6–18 months and working through contract vehicles and partners.
• Established network across SLED IT, Security, or modernization leadership.
• Working knowledge of government acquisition processes, budget cycles, and compliance frameworks such as FedRAMP, StateRAMP, and NIST.
• Skill in strategic account planning, multi-threading across program offices and stakeholders, and executive communication.
• Ability to thrive in unstructured environments and help define processes.
• Exceptional presentation, negotiation, and storytelling skills.
• Willingness to travel regularly to customer sites and events.

Nice To Haves

• 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, such as President’s Club, top 10%, or rapid promotions.

Responsibilities

• 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, serving as a trusted advisor on AI automation and IT modernization.
• Navigate acquisition processes by mapping budget cycles, identifying funding sources, and positioning 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 demonstrations and business cases that connect Serval’s automation to measurable mission outcomes, cost savings, and workforce efficiency.
• Partner with security and product teams to understand the compliance roadmap, including FedRAMP, StateRAMP, and IL levels, and communicate it appropriately to customers.
• Create repeatable playbooks for Serval’s public-sector motion, including territory strategy, partner model, pricing, and contract structure.
• Represent Serval at industry events, agency briefings, and conferences, with regular regional travel and a stated number of trips per quarter that is unspecified.
• Maintain disciplined forecasting and pipeline hygiene in Salesforce.

Benefits

• Opportunity to play a key role in shaping the success of the product and company.
• Opportunity to build a new AI product offering with the support of an experienced team and investors, and grow with the company.
• A culture that values innovation, ownership, accountability, and fun.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed