---
title: 'Commercial Operations Lead at Serval'
canonical: 'https://feeny.ai/job/commercial-operations-lead-serval-san-francisco-empmadhjq0ke'
type: 'job'
last_seen: '2026-09-11'
---

# Commercial Operations Lead at Serval

- **Company:** Serval
- **Location:** San Francisco, CA
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-08-31
- **Last confirmed live:** 2026-09-11
- **Apply:** https://jobs.ashbyhq.com/serval/71dd9763-e7ae-4608-bb6e-5ebce5401110

## Job description

## Who We Are

[Serval](http://serval.com) is an AI-native automation platform transforming how enterprises operate. We build intelligent agents that understand real-world workflows and execute them end-to-end — replacing manual processes and rigid legacy systems with adaptive, learning software. Founded in early 2024, Serval is already trusted by companies like Fox, Notion, Perplexity, Vercel, and Brex to automate high-volume, high-friction operational work across their organizations.

At the core of Serval is an agentic AI platform that turns natural language into production-grade workflows. Our agents don’t just respond to requests — they reason, take action across systems, and continuously improve with usage. What began with operational use cases has quickly evolved into a horizontal AI automation layer used across IT, HR, Finance, Security, Legal, and Engineering.

Our mission is to eliminate repetitive, manual work across the enterprise and give teams leverage through intelligent automation. Long term, we’re building the universal AI operations layer — a system of agents that sits across business functions and runs the workflows that keep modern companies moving.

We’re backed by leading investors including Sequoia Capital, Redpoint Ventures, Meritech, First Round, General Catalyst, Elad Gil, and others.

## About The Role

Serval is hiring its first Commercial Operations Lead. We have strong traction across market segments and need a strong operator to build a system that scales for years into the future. We need someone to own how deals get priced, structured, approved, and papered. You will be the commercial operations center of gravity for the sales org. You will set pricing and discount strategy, build the governance that protects it, and serve as the first line of approval on deal-level pricing. You will own our CPQ system and build the analytics that inform and define our pricing strategy. On complex deals, you are the person AEs come to early to shape structure, and the person Legal and Finance trust to have already asked the hard questions. This is an opportunity to build from the ground up. You will get to design the system, earn buy-in from the leaders who will work inside it, and keep it light enough that reps use it rather than route around it. The best people in this role are measured as much on how fast standard deals move as on how well complex ones are structured.

## What You’ll Do

Own deal structure and pricing strategy

- Partner with the sales team throughout the deal cycle to structure opportunities that win without eroding margin or creating downstream problems
- Own alignment with Legal, Finance, and senior leadership on non-standard terms
- Develop pricing strategy for complex structures: multi-year commitments, ramps, co-terms, usage-based components, and expansion motions

Build discount governance and run approvals

- Design and maintain a scalable discount framework: thresholds, approval matrix, delegation of authority, and the policy for what is pre-approved versus escalated. Where possible, support self-service and automation
- Serve as the first line of approval on deal-level discounting and commercial terms, with fast turnaround, especially at quarter end
- Escalate with a clear recommendation rather than an open question

Own the CPQ system

- Own CPQ end to end: price book, configuration rules, bundling logic, approval workflows, and quote accuracy
- Ensure the paper reflects what was actually approved, and that quote-to-signature is clean and fast
- Partner with Business Systems on how CPQ fits the broader revenue architecture, and automate the approval and quoting motion wherever possible

Analytics and pricing strategy

- Build the analytics layer on discount depth, price realization, margin leakage, and approval cycle time
- Own competitive intelligence on pricing: how we are priced against alternatives in live deals, and what that should change about our packaging and list price
- Use that analysis to drive changes to pricing policy and packaging, not just to report on outcomes

Partner with the field

- Work with sales leadership and enablement to educate AEs on deal structuring, pricing rationale, and how to navigate the approval process
- Build playbooks and just-in-time guidance so the standard path requires no human in the loop

## What You’ll Bring

- 6-8+ years of experience in deal desk, revenue operations, sales finance, or a similar commercial function at a high-growth B2B software company
- Direct experience structuring enterprise deals: ramps, co-terms, multi-year commitments, platform / seat-based and usage-based pricing, and custom commercial terms
- Hands-on ownership of a CPQ tool (Salesforce CPQ, DealHub, Salesbricks, etc.), including approval workflow design and price book management
- Strong analytical horsepower: Excel or Sheets mastery required, SQL and BI tooling preferred
- Credibility with senior sales leadership and comfort holding a line on pricing while staying a partner to the sales team
- Comfort operating cross-functionally with Legal, Finance, and Product, and the judgment to know which stakeholders a given deal actually needs
- Working knowledge of how deal structure affects revenue recognition
- Bias toward enabling the sales team rather than gatekeeping it. This role is measured on deals won, not on approvals processed
- Comfort with ambiguity and a bias to build. There is no playbook yet. You are writing it
- Bonus points: experience building a deal desk function from scratch or through a step change in scale, enterprise displacement motions, selling into IT, CIOs, or technical buyers
- 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.

## About Serval

## Core Business
- **Primary industry**: IT Service Management (ITSM), Enterprise Software, AI-powered Automation
- **Target customers**: B2B; IT, Security, HR, and Workplace teams at mid-market and enterprise organizations
- **Mission statement**: “Reimagining the employee support experience” by helping everyone get out of the help desk and back to the work they enjoy.

## Products & Services
- **Serval Platform (AI-Native ITSM)**: A unified help desk, access management, and automation platform. Includes AI agents (Help Desk Agent, Automation Agent, Insights Agent) that handle requests, provision access, answer knowledge base questions, and surface workflow suggestions. Supports natural-language workflow creation, code-based workflows with no-code UI, and flexible deployment (cloud, hybrid, self-hosted).
- **Access Governance & Provisioning**: Manages access requests for any app, resource, or role with customizable policies, approvals, just-in-time provisioning, and automatic deprovisioning via SCIM, API, or AI-generated workflows.
- **Asset Management**: Automatically reconciles data from MDM, procurement, IdP, and HRIS into a single source of truth.
- **Knowledge Base**: Built-in docs with sync from Notion, Google Drive, Confluence; AI agent surfaces answers instantly.
- **Compliance & Security**: SOC 2, HIPAA, GDPR compliant; SIEM integration; role-based access control; auditor-friendly logging.

## Market Standing
- **Valuation**: $1 billion (post-money, as of Series B in December 2025)
- **Total Funding**: $127 million
  - Seed (Oct 2025): $5M
  - Series A (Nov 2025): $47M led by Redpoint
  - Series B (Dec 2025): $75M led by Sequoia Capital
- **Notable Investors/Partners**: Sequoia Capital, Redpoint, and other top-tier investors.
- **Growth Signals**: Headcount grew 494.7% year-over-year (from ~10 to 58 employees); 43 active job postings; expanding into UK, Malaysia, Switzerland; high-profile talent from ServiceNow, Verkada, Rippling, Scale AI.

## Competitive Advantages
- **AI-native architecture**: Entire platform built around AI agents, not bolted-on AI. Workflows created via natural language.
- **Code-based workflows with no-code simplicity**: Workflows stored as code (Git-friendly) but editable in a UI – appeals to both engineers and non-technical teams.
- **Flexible deployment**: Cloud, hybrid, or fully self-hosted – rare for modern SaaS, attractive to regulated enterprises.
- **Compliance out of the box**: SOC 2, HIPAA, GDPR, SIEM integration – reduces friction for enterprise sales.
- **Two-way sync with existing ticketing systems**: Low migration barrier; can integrate with current tools.

## Strategic Focus
- **Product expansion**: Continuing to build out AI agent capabilities, access governance, and workflow automation.
- **Go-to-market**: Scaling sales and customer success teams (mid-market and enterprise); building brand as the “AI platform for employee support.”
- **Global reach**: Opening presence in Europe and Asia to serve multinational clients.
- **Hiring aggressively**: 43 open roles across engineering, sales, marketing, design, and customer success.

## Why Work Here
- **Culture**: Described as “elite team of builders and sellers” with a focus on stunning colleagues; “Work hard. Celebrate often.”
- **Remote/hybrid/office**: Headquarters in San Francisco; roles likely hybrid or on-site (many postings indicate location). Some remote-friendly roles may exist.
- **Notable perks**: Working on a generational company; fast-growing startup with strong funding; opportunity to define the AI-native ITSM category.
- **Engineering culture**: Emphasis on code-based workflows, Git integration, and AI agent development. Strong technical team with alumni from top companies (ServiceNow, Verkada, Rippling, Scale AI).
- **Growth trajectory**: 494.7% headcount growth YoY, $1B valuation, recent Series B – high momentum and opportunity for impact.

## Sources
1. [serval.com](https://www.serval.com/)
2. [serval.com/careers](https://www.serval.com/careers)
3. [linkedin.com/company/getserval](https://www.linkedin.com/company/getserval)
4. [cbinsights.com/company/serval](https://www.cbinsights.com/company/serval)
5. [serval.com/serval-news/serval---operating-principles](https://www.serval.com/serval-news/serval---operating-principles)

## Other roles at Serval

- [Account Executive, Mid Market -EMEA](https://feeny.ai/job/account-executive-mid-market-emea-serval-london-qyxa3rgyj537) — London, United Kingdom
- [Sales Manager, Mid-Market - Central](https://feeny.ai/job/sales-manager-mid-market-central-serval-austin-d80ks8w0zh8q) — Austin, TX
- [Solutions Engineer - Mid-Market](https://feeny.ai/job/solutions-engineer-mid-market-serval-san-francisco-yc1nw0433s50) — San Francisco, CA
- [Senior Field Marketing & ABM Manager, EMEA](https://feeny.ai/job/senior-field-marketing-abm-manager-emea-serval-london-9whtcd870bmq) — London, United Kingdom
- [Account Executive, Mid Market - East](https://feeny.ai/job/account-executive-mid-market-east-serval-new-york-5zp0tpqmgdca) — New York, NY
- [Account Executive, Strategic- EMEA](https://feeny.ai/job/account-executive-strategic-emea-serval-london-2f76qb7m03xd) — London, United Kingdom
- [AE Productivity Lead](https://feeny.ai/job/ae-productivity-lead-serval-san-francisco-r05r2qs9gjs5) — San Francisco, CA
- [Deployment Strategist](https://feeny.ai/job/deployment-strategist-serval-london-3sbra3zsbt18) — London, United Kingdom
- [Business Operations Lead](https://feeny.ai/job/business-operations-lead-serval-san-francisco-35cc5cj9vzm2) — San Francisco, CA
- [Automation Engineer](https://feeny.ai/job/automation-engineer-serval-san-francisco-4z0vsdxbmxd3) — San Francisco, CA