Revenue Strategy & Operations Lead

About the Role

This is the first dedicated Revenue Strategy & Operations hire at Serval and a critical priority for the go-to-market team.

You will lead strategy and operations for Sales leadership: the person who helps run the business day to day and makes the sales team measurably more productive. You will identify the strategic levers needed to accelerate growth, drive the execution to get there, and spot and address the gaps months before they materialize.

What You'll Do

Set strategic direction and drive execution

• Partner with Sales leadership to identify the highest-leverage growth levers (segment focus, coverage model, new motions) and build the case for each
• Drive forecasting excellence: accurate, defensible, and called early, at the rep, segment, and company level
• Implement a scalable operating cadence (pipeline generation, pipeline reviews, sales methodology adoption, forecasting, business reviews, etc.) and drive the follow-through
• Scope and lead strategic initiatives end to end, from thesis through rollout to measured result

Improve workflows and process

• Find friction in the selling motion and remove it: process, tooling, handoffs, approvals, anything costing reps time they should spend with customers
• Codify sales methodology, qualification standards, and stage definitions so the motion is repeatable as we hire
• Improve our GTM systems and data architecture (Salesforce and the surrounding stack) so reporting is trustworthy and process is enforced where it matters
• Drive adoption of AI wherever possible
• Look for places Serval itself should be doing this work. We automate other companies' operational drag, and we should be our own best customer

Foster data-driven decision-making

• Build the analytics that explain performance: funnel conversion, velocity, win/loss, ramp, capacity, segment productivity, and the leading indicators behind them
• Diagnose current and future gaps, then design and drive fixes. This role is measured on outcomes changed, not dashboards shipped
• Partner with Finance and Central RevOps on capacity planning, quota and territory design, and headcount modeling
• Build the tools that help reps understand and run their own business

What You'll Bring

• 6-8+ years of experience, with a strong background in Sales Strategy & Operations, Revenue Operations, or Business Operations at a high-growth B2B software company. Consulting, banking, PE, or corporate strategy backgrounds desired
• Demonstrated experience driving open-ended initiatives from strategy through execution.
• Strong analytical horsepower: you can structure an ambiguous question, pull the data yourself, spot the insights, and land on a recommendation. Excel or Sheets mastery required, SQL and BI tooling preferred
• Comfort and credibility working with senior sales leadership through reps, as well as a variety of cross-functional stakeholders
• Knowledge of Salesforce and the GTM tech stack (Gong, Outreach or Amplemarket, Clay, etc.) a plus
• Judgment about what matters. The hardest skill here is knowing which competing initiatives actually move the business forward
• Comfort with ambiguity and a bias to build. There is no playbook yet. You are writing it
• Bonus points: experience scaling a company from single-digit to nine-figure ARR, enterprise displacement sales motions, innovation with AI to drive productivity
• Must be willing and able to work onsite five days per week in San Francisco, CA

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.