VP, Mid-Market Sales

About this role

WHO WE ARE

Serval http://serval.com is an AI-native automation platform transforming how enterprises operate. We build intelligent agents that understand real-world workflows and execute them end-to-end — replacing manual processes and rigid legacy systems with adaptive, learning software. Founded in early 2024, Serval is already trusted by companies like Fox, Notion, Perplexity, Vercel, and Brex to automate high-volume, high-friction operational work across their organizations.

At the core of Serval is an agentic AI platform that turns natural language into production-grade workflows. Our agents don’t just respond to requests — they reason, take action across systems, and continuously improve with usage. What began with operational use cases has quickly evolved into a horizontal AI automation layer used across IT, HR, Finance, Security, Legal, and Engineering.

Our mission is to eliminate repetitive, manual work across the enterprise and give teams leverage through intelligent automation. Long term, we’re building the universal AI operations layer — a system of agents that sits across business functions and runs the workflows that keep modern companies moving.

We’re backed by leading investors including Sequoia Capital, Redpoint Ventures, Meritech, First Round, General Catalyst, Elad Gil, and others.

ROLE OVERVIEW

As VP of Mid-Market Sales at Serval, you'll own the Mid-Market segment and build the team, systems, and strategy to win it. This is a rare opportunity to join a Sequoia-backed AI company at Series B and define how we go to market across the 0-1k employee segment — a high-volume, high-velocity tier that represents a significant portion of our total addressable market.

You'll come in as a third-line leader, building and scaling a layered organization of frontline managers and AEs from the ground up. You'll define segment strategy, territory architecture, and the Mid-Market playbook — then hire the team to execute it. This is not a role for someone who wants to inherit a machine. It's for someone who wants to build one.

You'll partner directly with the founders and GTM leadership to shape Mid-Market strategy, influence product and pricing, and drive predictable, compounding revenue growth.

WHAT YOU’LL DO

- Organizational Leadership - Build and scale a third-line Mid-Market sales organization, including frontline managers and AE teams covering the 0–1k employee segment - Recruit, develop, and retain exceptional sales managers and individual contributors - Create a performance culture defined by accountability, coaching rigor, and career development Segment and Territory Strategy - Own Mid-Market segment strategy end-to-end: ICP definition, territory design, account segmentation, and coverage modeling - Define and evolve the Mid-Market go-to-market motion across inbound and outbound channels - Partner with GTM leadership on pricing, packaging, and deal economics for the Mid-Market tier - Translate market intelligence into strategic adjustments to territory, headcount, and resource allocation Revenue Ownership - Hold full accountability for Mid-Market ARR, quota attainment, pipeline coverage, and forecast accuracy - Establish and maintain forecasting discipline and pipeline inspection cadences across the organization - Drive deal velocity without sacrificing quality — coaching teams to move fast, multi-thread, and close with conviction Sales Excellence - Develop and continuously refine the Mid-Market sales playbook: outbound strategy, discovery frameworks, proof-of-value motions, and champion-led close strategies - Implement MEDDPICC and other process rigor across the team - Serve as an executive sponsor in key Mid-Market accounts and model best-in-class selling behavior Cross-Functional Partnership - Collaborate with product, marketing, and engineering to influence roadmap priorities, security and compliance positioning, and Mid-Market-segment messaging - Partner with Revenue Operations on tooling, reporting, and enablement infrastructure - Represent the Mid-Market segment at the leadership level — advocating for resources, headcount, and strategic investment Travel approximately 25–50%.

WHAT YOU’LL NEED

- 10+ years of B2B SaaS sales experience, with at least 3–5 years in second or third-line sales leadership

- Proven track record of building and scaling Mid-Market or mid-market sales organizations at high-growth companies (Series B and beyond)

- Deep expertise in segment strategy, territory design, and coverage modeling at scale

- Consistent overachievement across both individual contributor and leadership roles — President's Club, top performer recognition, or accelerated career progression

- Experience selling into IT, Security, and Engineering organizations at the 1–5k employee tier

- Strong command of high-velocity sales cycles (1–3 months) with director to VP-level buyers

- Exceptional executive presence and communication skills — credible with customers, cross-functional partners, and the board

- A builder's mindset: you thrive in ambiguity, create structure where none exists, and raise the bar for everyone around you

NICE TO HAVE

- Experience as an early or founding sales leader who scaled a Mid-Market function from zero

- Management experience at companies known for Mid-Market sales excellence

- Track record of developing managers and building internal career paths within your org

- Deep familiarity with MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)

- Comfort leading technical sales motions including proof-of-concepts, security reviews, and API or automation platform discussions

WHAT WE OFFER

- Impact: Be a key player in shaping the success of our product and company.

- Growth: Build a fundamentally new AI p

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