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Serval

Account Executive, SLED

Serval

. Own the full sales cycle from account planning and opportunity identification through procurement, award, and expansion .

Posted 11/11/2026full-timeRemote • United StatesMid-LevelSenior💰 $350,000 - $400,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in full-cycle B2B SaaS sales, particularly within the public sector, with a strong focus on strategic account planning, compliance frameworks, and relationship management. Proven ability to navigate complex procurement processes and deliver impactful presentations to senior stakeholders.

Highest-signal resume keywords
Full-Cycle B2B SaaS Sales ExperiencePublic Sector Software SalesFedRAMP Compliance KnowledgeStrategic Account PlanningExecutive Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Sales ForecastingOpportunity IdentificationContract NegotiationProcurement Process NavigationBusiness Case DevelopmentPipeline ManagementCost Savings AnalysisAI Automation AdvisoryIT Modernization StrategiesPublic-Sector Playbook Creation
Soft Skills
Relationship BuildingPresentation SkillsNegotiation SkillsStorytelling SkillsAdaptability
Tools & Technologies
Salesforce
Industry Keywords
SLED ITSecurity LeadershipGovernmental Acquisition ProcessesBudget CyclesNIST Compliance FrameworksChannel Partner ManagementReseller RelationshipsMission OutcomesProcurement CyclesAgency Briefings

Tech Stack

Tools & technologies
ITSM

About the role

Key responsibilities & impact
  • Own the full sales cycle from account planning and opportunity identification through procurement, award, and expansion
  • Build relationships with senior IT, Security, and mission leaders across state agencies, local government, and higher learning
  • Advise customers on AI automation and IT modernization
  • Navigate acquisition processes, budget cycles, funding sources, and procurement paths
  • Build and manage relationships with resellers, systems integrators, and channel partners
  • Deliver demos and business cases tied to mission outcomes, cost savings, and workforce efficiency
  • Partner with security and product teams on the FedRAMP, StateRAMP, and IL-level compliance roadmap
  • Create repeatable public-sector playbooks covering territory strategy, partner model, pricing, and contract structure
  • Represent Serval at industry events, agency briefings, and conferences
  • Travel regularly within the region and take additional quarterly trips
  • Maintain forecasting and pipeline hygiene in Salesforce

Requirements

What you’ll need
  • 6+ years of full-cycle B2B SaaS sales experience
  • At least 3–4 years selling directly into state agencies or equivalent
  • Consistent top-tier attainment
  • Proven track record closing public sector software deals
  • Experience navigating 6–18 month procurement cycles, contract vehicles, and partners
  • Established network across SLED IT, Security, or modernization leadership
  • Working knowledge of governmental acquisition processes and budget cycles
  • Working knowledge of FedRAMP, StateRAMP, and NIST compliance frameworks
  • Strategic account planning and multi-threading across program offices and stakeholders
  • Executive communication, presentation, negotiation, and storytelling skills
  • Ability to thrive in unstructured environments and define processes
  • Willingness to travel regularly to customer sites and events
  • Nice to have: early/founding seller experience at a commercial SaaS company entering the public sector
  • Nice to have: experience selling IT service management, identity, security, or automation platforms
  • Nice to have: experience with FedRAMP or agency ATO processes
  • Nice to have: early-stage, high-growth startup experience
  • Nice to have: President’s Club, top 10%, or rapid-promotion recognition

Benefits

Comp & perks
  • Meaningful early-stage equity
  • Comprehensive health coverage
  • Flexible PTO
  • Daily lunches and snacks
  • Onsite gym access
  • Regular team events and offsites
  • Growth opportunities with support from experienced team and investors