Area VP, Sales

Serval • San Francisco, CA

1d

About The Position

Serval is hiring a Regional Vice President of Sales to own a region and build the team responsible for winning it. This second-line sales leadership role leads frontline managers and their account executive teams, scales a layered regional organization, and drives consistent revenue growth. The role combines people leadership with direct market engagement, strategic-deal involvement, and setting high standards for regional sales execution.

The Area VP will define regional strategy, design territories, develop sales leaders, and work with go-to-market leadership, founders, product, and engineering to shape go-to-market strategy. The position is based in or requires willingness to work from Serval’s San Francisco or New York office, with regular travel across the region. Travel is approximately 25–50%.

Requirements

• 8–12+ years of B2B SaaS sales experience.
• At least 3–5 years in second-line sales leadership, or experience in a first-line role with clear second-line trajectory.
• A proven record of building and scaling regional sales teams at high-growth companies at Series B or later.
• Deep expertise in territory design, coverage modeling, and developing frontline managers.
• Consistent overachievement in individual contributor and leadership roles, demonstrated through recognition such as President’s Club, top-performer honors, or accelerated career progression.
• Deep understanding of full-cycle sales for technical or workflow automation solutions sold to IT, Security, or Engineering buyers.
• Ability to coach complex, multi-stakeholder deals involving director- to C-suite-level decision-makers.
• Exceptional executive presence and communication skills, with credibility among customers, cross-functional partners, and senior leadership.
• Based in or willing to work from the San Francisco or New York office, with regular travel across the region.

Nice To Haves

• Leadership experience at companies known for sales rigor and scale.
• Experience building regional teams from 0 to scale and establishing territory and account-planning frameworks.
• A track record of developing frontline managers and building leadership pipelines.
• Familiarity with MEDDIC, MEDDPICC, Challenger, Command of the Message, and modern sales technology such as Salesforce, Outreach, and Gong.
• Comfort coaching technical sales motions, including proof-of-concepts, security reviews, and API or automation-platform discussions.

Responsibilities

• Lead and develop a second-line sales organization, including frontline sales managers and their account executive teams.
• Recruit, coach, and retain managers and individual contributors across the region.
• Build a performance culture centered on accountability, development, and consistent execution.
• Own regional go-to-market strategy, including territory design, account segmentation, coverage modeling, and headcount planning.
• Partner with go-to-market leadership on ideal customer profile refinement, pricing and packaging, and segment-specific positioning.
• Use market dynamics to inform territory, resource-allocation, and hiring decisions.
• Own regional quota attainment, pipeline coverage, forecast accuracy, and sales velocity.
• Drive forecasting discipline and deal-inspection rigor across the management layer.
• Stay involved in key deals and strategic accounts, coaching in the field.
• Develop and improve the regional sales playbook, including outbound strategy, qualification frameworks, demo narratives, and closing motions.
• Drive adoption of MEDDPICC and other sales methodologies.
• Act as an executive sponsor for key accounts and model effective selling behavior.
• Collaborate with product, marketing, and engineering to share regional feedback, influence roadmap priorities, and improve segment messaging.
• Partner with Revenue Operations on tooling, reporting, and enablement infrastructure.
• Represent the region at the go-to-market leadership level and advocate for resources and investment.
• Travel approximately 25–50% across the region.

Benefits

• Opportunity to shape the success of the product and company.
• Opportunity to build a new AI product offering with support from 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: Senior
• Education Level: No Education Listed