Mid-Market Sales Manager (Central Region)

About the role

As the Manager of Mid-Market Account Executives, you will build and lead Serval’s founding mid‑market sales team while shaping the company’s commercial motion in this critical segment. You will hire, coach, and scale high‑performing AEs who own the full sales cycle for multi‑stakeholder IT and Security deals.

Key responsibilities

• Build, hire, and scale the mid‑market AE team from the ground up, defining structure and hiring profiles.
• Coach and develop the team through deal strategy, pipeline reviews, forecast management, and skill development.
• Drive team performance, quota attainment, pipeline generation, and sales velocity metrics.
• Maintain a personal book of business and close strategic deals to model best practices.
• Develop and refine the mid‑market sales playbook, including outbound motions, qualification frameworks, demo narratives, and closing strategies.
• Partner with GTM leadership to define ICP, pricing, packaging, and territory/account assignments.
• Collaborate cross‑functionally with product, marketing, and engineering to shape roadmap priorities and enablement.
• Implement sales process rigor: pipeline hygiene, CRM discipline, accurate forecasting, and deal inspection cadences.
• Represent Serval at industry events and strategic customer meetings (≈25% travel).

Required profile

• 5–8 years of B2B SaaS sales experience with at least 2 years managing high‑performing AE teams.
• Proven track record building and scaling sales teams at early‑stage companies (Seed to Series B).
• Consistent overachievement as both individual contributor and people manager.
• Deep understanding of full‑cycle sales for technical or workflow‑automation solutions, selling to IT, Security, or Engineering buyers.
• Skilled at coaching complex, multi‑stakeholder sales cycles (1–4 months) with VP/C‑suite decision‑makers.
• Strong player‑coach mentality, willing to carry a book of business while building the team.
• Exceptional leadership, communication, and executive presence.
• Based in or willing to work from San Francisco HQ five days a week, with regular travel.

Required skills

• Salesforce
• Outreach
• Gong
• MEDDIC
• MEDDPICC
• Challenger sales methodology

What we offer

• Impact: Play a key role in shaping the success of a groundbreaking AI automation product.
• Growth: Build a fundamentally new AI product offering with strong investor backing.
• Culture: Join a culture that values innovation, ownership, accountability, and fun.