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Head of Associate AE

Serval· Sales
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San Francisco$250k - $350kFull-timePosted 3w ago

About the role

Head of the Associate AE Program to build and lead Serval's early-career sales apprenticeship, turning top early-career talent into Account Executives and GTM leaders while driving pipeline and collaboration across teams.

Responsibilities

  • 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.
  • 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.

Qualifications

  • 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.

Skills

Required:B2B SaaS salesProgram design and curriculum developmentCoaching and training

Benefits

  • In addition to salary, we offer meaningful early-stage equity and a range of benefits to support your well-being and growth — including comprehensive health coverage, flexible PTO, daily lunches and snacks, onsite gym access, and regular team events and offsites.
Last updated Sep 30, 2026. Interested? Apply on the company site.

About Serval

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