Regional VP - Strat

Role Overview

As a Regional Vice President of Sales at Serval, you'll own a region and build the team to win it. This is the standard title for second-line sales leadership at companies like Wiz, Okta, and Datadog - and at Serval, it carries the same weight. You'll come in ready to lead frontline managers, scale a layered regional organization, and drive consistent, compounding revenue growth across your segment.

You'll define regional strategy, build territory architecture, and develop the next generation of sales leaders at Serval. This is not a pure people manager role - you'll stay close to the market, engage in strategic deals, and set the standard for what great looks like in your region.

You'll partner directly with GTM leadership, founders, product, and engineering to shape go-to-market strategy and ensure your region is positioned to win.

What You’ll Do

Regional Leadership

• Lead a second-line sales organization, managing and developing frontline sales managers and their AE teams
• Recruit, coach, and retain exceptional managers and individual contributors across your region
• Build a performance culture defined by accountability, development, and consistent execution

Regional and Territory Strategy

• Own regional go-to-market strategy: territory design, account segmentation, coverage modeling, and headcount planning
• Partner with GTM leadership on ICP refinement, pricing and packaging, and segment-specific positioning
• Translate market dynamics into strategic decisions around territory, resource allocation, and hiring priorities

Revenue Ownership

• Hold full accountability for regional quota attainment, pipeline coverage, forecast accuracy, and sales velocity
• Drive forecasting discipline and deal inspection rigor across your management layer
• Maintain proximity to key deals and strategic accounts - coaching from the field, not the sideline

Sales Excellence

• Develop and continuously improve the regional sales playbook: outbound strategy, qualification frameworks, demo narratives, and closing motions
• Drive MEDDPICC and other methodology adoption across your teams
• Serve as an executive sponsor in key accounts and model elite selling behavior

Cross-Functional Partnership

• Collaborate with product, marketing, and engineering to surface regional feedback, influence roadmap priorities, and sharpen segment messaging
• Partner with Revenue Operations on tooling, reporting, and enablement infrastructure
• Represent your region at the GTM leadership level, advocating for resources and investment

Travel approximately 25-50%.

What You’ll Need

• 8-12+ years of B2B SaaS sales experience, with at least 3-5 years in second-line sales leadership or a first-line role with clear second-line trajectory
• Proven track record of building and scaling regional sales teams at high-growth companies (Series B and beyond)
• Deep expertise in territory design, coverage modeling, and frontline manager development
• Consistent overachievement across individual contributor and leadership roles - President's Club, top performer recognition, or accelerated career progression
• Deep understanding of full-cycle sales in technical or workflow automation solutions, selling to IT, Security, or Engineering buyers
• Skilled at coaching complex, multi-stakeholder deals with director to C-suite decision-makers
• Exceptional executive presence and communication skills - credible with customers, cross-functional partners, and senior leadership
• Based in or willing to work from our San Francisco or New York office, with regular travel across your region

Nice to Have

• 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
• Track record of developing frontline managers and building leadership pipelines within your org
• Deep familiarity with MEDDIC, MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)
• Comfort coaching 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 product offering with the support of our experienced team and investors. Grow rapidly with the company.
• Culture: Join a culture that values innovation, ownership, accountability, and fun.