Emerging Markets Strategy & Ops
About The Position
This is Serval’s first dedicated Strategy & Operations role for Emerging Markets and a critical priority for the go-to-market team. The role owns the strategy and operating engine for markets Serval enters next, helping grow new geographies and customer segments from an initial idea into a repeatable motion. The person in this role will identify the strategic levers needed to win in each market, drive execution, and anticipate and address gaps before they arise. The role sets market-entry strategy, partners with go-to-market leadership on operating models, and establishes a scalable cadence for market launches and performance reviews. It also improves selling workflows, GTM systems, data architecture, and AI adoption; builds analytics to understand market performance and product-market fit; and works cross-functionally on capacity planning, headcount modeling, and market-level P&L. The position requires working onsite five days per week in San Francisco or New York, with periodic work travel to emerging-market locations.
Requirements
- 6–10+ years of experience, with a strong background in Strategy & Operations, Business Operations, Revenue Operations, or new-market GTM at a high-growth B2B software company.
- Demonstrated ability to drive open-ended initiatives from strategy through execution, particularly initiatives involving Legal, Finance, Security, and People.
- Strong analytical skills: ability to structure ambiguous questions, work with data independently, identify insights, and make recommendations.
- Mastery of Excel or Sheets.
- Comfort and credibility working with senior GTM leadership, individual sales representatives, cross-functional stakeholders across Product, Engineering, Security, Legal, and Finance, and external partners.
- Willingness and ability to work onsite five days per week in San Francisco or New York, with periodic work travel to emerging-market locations.
Nice To Haves
- Management consulting, investment banking, or private equity background.
- SQL and business intelligence tooling experience.
- Knowledge of Salesforce and GTM technology such as Gong, ZoomInfo, Outreach, Amplemarket, and Clay.
- Experience opening a new region from the first deal through the first team.
- Firsthand experience with new-market entry for a B2B technology product.
Responsibilities
- Refine the entry thesis for each new market, including market sizing, ideal customer profile, competitive landscape, required investment, and milestones for accelerating or pulling back.
- Partner with GTM leadership to define each market’s go-to-market model, including direct versus partner-led selling, coverage, sub-market focus, and hiring strategy.
- Implement a scalable operating cadence covering market reviews, pipeline reviews, launch-readiness checkpoints, and business reviews, and drive follow-through.
- Partner with RevOps, Marketing, and Sales on market-specific investments, including data, targeting, and marketing campaigns.
- Design territories, account distribution, and pre- and post-sales support coverage for new-market teams.
- Build partner, reseller, and systems integrator strategy where it can accelerate market entry.
- Partner with Commercial Operations to adapt pricing to new-market needs.
- Drive day-to-day strategic decision-making to operationalize and build new segments.
- Identify and remove friction in selling into new markets, including local quoting, security and compliance reviews, procurement, and handoffs to deployment.
- Create a repeatable market launch playbook, including launch checklists, qualification standards, and stage definitions adapted for longer public-sector sales cycles.
- Improve GTM systems and data architecture, including Salesforce and the surrounding technology stack, to support new-market entry and segment-specific requirements.
- Drive AI adoption and identify operational work that Serval can automate internally.
- Build analytics for new-market performance, including pipeline generation, conversion, cycle time, deal size, win/loss comparisons with the core business, and leading indicators of product-market fit.
- Diagnose current and future gaps and design and drive fixes, with success measured by changed outcomes rather than dashboards delivered.
- Partner with Finance, Revenue Strategy & Operations, SE Strategy & Operations, and Central RevOps on capacity planning, headcount modeling, and market-level P&L.
Benefits
- Opportunity to play a key role in shaping the success of the product and company.
- Opportunity to build a fundamentally new AI product offering with support from an experienced team and investors, and to grow with the company.
- A culture that values innovation, ownership, accountability, and fun.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
