Head of Associate AE

Serval is the AI-native enterprise service management platform that automates the work legacy IT service management tools only track. Our AI agents build the automations that power employee support, then resolve requests against them instantly—helping teams across IT, HR, finance, legal, and beyond automate work within one governed platform.

Companies including Fox, Live Nation, Notion, Ramp, and Lucid Motors run on Serval. Headquartered in San Francisco, we’ve raised $277 million from investors including Sequoia Capital, Redpoint Ventures, First Round, General Catalyst, and Elad Gil, most recently a $150 million Series C at a $3 billion valuation.

We’re building a team that moves quickly, takes ownership, and wants to make a meaningful impact on how the world’s largest organizations work. Come help us build what’s next for enterprise service management.

As the Head of the Associate AE Program, you'll build and lead Serval's founding early-career sales program. It's a highly selective, cohort-based apprenticeship that turns exceptional early-career talent into Serval's next generation of Account Executives and GTM leaders. You'll own the program end to end: recruiting, curriculum delivery, coaching, and graduation. Meanwhile, your Associate AEs will generate real pipeline needed to drive growth across every segment of our business. You'll report to our VP of Mid-Market and work closely with our founders, sales leadership, marketing, RevOps and enablement. Together, you'll make this the fastest and most respected path into an AE seat in AI.

This role is ideal for a builder who has hired and developed high-performing SDR or early-career sales teams, loves building from 0 to 1 and operating with ambiguity and within a hyper-growth company, loves teaching as much as driving pipeline, and wants to create a program rather than simply inherit an org.

This role is based in either San Francisco or New York and will have an office requirement.

What You'll Do

• Design and launch the Associate AE Program from the ground up, defining cohort structure, hiring profiles, curriculum and graduation criteria, starting with a founding cohort of 4-6 Associates.

• Recruit and hire each cohort with an uncompromising bar: early-career talent with exceptional intellectual horsepower, grit, coachability and a track record of excellence.

• Run a 6-9 month, three-phase program to simultaneously build pipeline for the company while also developing Associates into top AE talent

• Coach Associates through call reviews, mock discovery, objection handling, demo certification and deal strategy, and drive results towards qualified pipeline targets.

• Own pipeline results across segments: intent coverage, speed-to-lead, outbound into unassigned accounts, and follow-through on field and ABM programs. Success is measured by qualified pipeline and stage conversion, not inefficient activity.

• Build the apprenticeship model by pairing Associates with top AEs and sales managers. Move Associates step by step toward running discovery, delivering demos and eventually owning smaller deals end to end.

• Get the whole company teaching: recruit AEs, marketers, product leaders and executives to own and deliver curriculum modules, and build a reusable training library that grows with each cohort.

• Partner with sales leadership on graduation. Define the bar, run readiness reviews and test-outs; place graduates into AE roles where receiving managers are excited to hire them.

• Implement the program's operating rhythm and economics: ROI model, pipeline per Associate, and hiring forecasts tied to future AE demand.

• Build a world-class, destination program. Work with marketing and leadership on employer brand, university and alumni partnerships, and recruiting events that attract top-tier talent.

What You'll Need

• 5+ years of B2B SaaS sales experience, including at least 2 years leading and developing SDR, BDR or early-career sales orgs.

• Prior experience as a quota-carrying AE, ideally having come up through the SDR path yourself, so you can teach full-cycle selling and not just prospecting.

• A proven track record of developing reps who were promoted into closing roles and went on to succeed.

• An obsession with pipeline and metrics, with strong command of conversion data, forecasting and CRM discipline.

• Exceptional coaching and teaching ability, with experience building curriculum, certifications or enablement programs.

• A high hiring bar and strong instincts for spotting raw talent, whether that's a proven SDR or an exceptional recent graduate.

• Credibility with senior AEs, sales leaders and executives, and the ability to work cross-functionally to build a high impact program.

• Experience selling to, or coaching reps who sell to, technical buyers in IT, Security or Engineering.

• Based in or willing to relocate to San Francisco or New York and work from our office five days a week.

Nice to Have

• Experience building or running an Associate AE, rotational or leadership development program.

• Leadership experience at fellow AI-native companies.

• Experience launching a program from 0 → 1 and scaling it cohort over cohort.

• Familiarity with sales methodologies (MEDDPICC, Command of the Message, Challenger, etc.) and modern sales tech (Salesforce, Gong, Amplemarket, Claude, Nooks, Clay, etc.).

• Experience partnering with universities, alumni networks or campus recruiting teams.

• Ambition to grow into a broader sales leadership role.

What We Offer

• Impact: Be a key player in shaping the success of our product and company, and build the talent engine behind Serval's future GTM team.

• 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.

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.