What are the responsibilities and job description for the Revenue Strategy & Operations Lead position at Serval?
Who We Are
At Serval, we're building the AI platform for IT teams. Our goal is to take on legacy players like ServiceNow, a $230 bn company, by deploying AI agents to resolve IT issues instead of humans.
Serval “automates the automation,” using a natural language-to-code workflow builder and AI agents that discover and deliver automations for tedious IT workflows.
Our mission is to free IT departments from the #helpdesk channel by creating the simplest way to automate employee onboarding/offboarding, software access management, and the long tail of employee requests. Long term, our vision extends to developing a universal workflow automation platform for all business functions.
Serval was founded by product and engineering leaders from Verkada and is backed by industry-leading investors like First Round, General Catalyst, Alt Capital, and Box Group.
Role Overview
As the Revenue Strategy & Operations Lead, you’ll architect the systems and processes that power Serval’s next phase of hypergrowth. You’ll shape our territory models, segmentation frameworks and quota allocations to enable our sales org to grow from 5 AEs to 50 by EOY26.
You’ll run the operating rhythm for our GTM team — from building out our dashboards to establish the operating cadence of the revenue org, to leading pipeline inspections and forecasting — while serving as the primary owner of our sales tools and data foundation. You’ll partner closely with Sales Leadership, Finance, Marketing, and the executive team to refine Serval’s GTM strategy and increase revenue productivity across every stage of the funnel.
This is a rare opportunity to design a world-class sales engine from the ground up and serve as the founding architect of Serval’s GTM operations function.
What You’ll Do
In your first 90 days, you will:
At Serval, we're building the AI platform for IT teams. Our goal is to take on legacy players like ServiceNow, a $230 bn company, by deploying AI agents to resolve IT issues instead of humans.
Serval “automates the automation,” using a natural language-to-code workflow builder and AI agents that discover and deliver automations for tedious IT workflows.
Our mission is to free IT departments from the #helpdesk channel by creating the simplest way to automate employee onboarding/offboarding, software access management, and the long tail of employee requests. Long term, our vision extends to developing a universal workflow automation platform for all business functions.
Serval was founded by product and engineering leaders from Verkada and is backed by industry-leading investors like First Round, General Catalyst, Alt Capital, and Box Group.
Role Overview
As the Revenue Strategy & Operations Lead, you’ll architect the systems and processes that power Serval’s next phase of hypergrowth. You’ll shape our territory models, segmentation frameworks and quota allocations to enable our sales org to grow from 5 AEs to 50 by EOY26.
You’ll run the operating rhythm for our GTM team — from building out our dashboards to establish the operating cadence of the revenue org, to leading pipeline inspections and forecasting — while serving as the primary owner of our sales tools and data foundation. You’ll partner closely with Sales Leadership, Finance, Marketing, and the executive team to refine Serval’s GTM strategy and increase revenue productivity across every stage of the funnel.
This is a rare opportunity to design a world-class sales engine from the ground up and serve as the founding architect of Serval’s GTM operations function.
What You’ll Do
In your first 90 days, you will:
- Establish baseline reporting and dashboards for pipeline, productivity, and forecasting.
- Evaluate and optimize the system design of our sales tech stack (Salesforce, HubSpot, Salesbricks).
- Build core playbooks for pipeline management, qualification, and deal execution.
- Implement repeatable operating cadences: weekly pipeline reviews, forecast calls, and monthly business reviews.
- Partner with Sales Leadership to define segmentation, territory allocation principles, and early quota methodologies.
- Improve funnel visibility in collaboration with Marketing, including lead flow, scoring, and SLA handoffs.
- Streamline sales processes and documentation across Notion, Salesforce, and other tools.
- Own territory design, quota/OTE setting, GTM efficiency reporting, and more.
- Drive system architecture and data integrity for all GTM tooling.
- Serve as a strategic thought partner to Sales & Marketing Leadership on productivity, resourcing, and GTM investments.
- 5–8 years of experience in Sales Operations, Revenue Strategy, or GTM Operations at a high-growth B2B SaaS company.
- Proven ability to design and scale GTM processes for rapidly expanding AE teams (sub-10 → 30 sellers).
- Experience with forecasting, performance analytics and segmentation
- Hands-on proficiency with Salesforce and modern GTM tooling; comfortable as primary system owner.
- Exceptional communication and cross-functional leadership skills, especially with Sales, Marketing, and Senior Leadership.
- High-agency operator who thrives in fast-paced, ambiguous environments and builds structure from scratch.
- Based in or willing to work from our San Francisco HQ five days a week.
- Prior experience establishing quota, territory, & pricing strategies
- Prior success as a founding or early RevOps/Sales Ops leader at a Series A–C startup.
- Salesforce admin or architecture experience.
- Familiarity with automation, AI, ITSM, and/or GTM workflow automation categories.
- Impact: Build the GTM engine that powers Serval’s hypergrowth and define how our sales organization scales.
- Growth: Serve as the founding architect of our GTM operations function with a path to build a lean team over time.
- Culture: High-performance, velocity-driven environment that values ownership, precision, and fun.
- Compensation: Competitive salary, equity, and a comprehensive benefits package.
Salary : $230