Senior Account Executive

Certinal; Bengaluru; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Certinal Inc. is seeking a Senior Account Executive to drive enterprise revenue growth in India. You will own large, multi-stakeholder opportunities, engage CXOs and security leaders, and lead the full sales cycle from discovery through closure.

You will work with Marketing, Product and Legal to build ROI-focused solutions and expand within priority accounts. In this hands-on leadership role, you will coach the sales team, establish structured processes, and help scale a fast-growing enterprise

Qualifications

• 4–8 years of B2B enterprise sales experience, preferably in SaaS or privacy/cybersecurity domains.
• Proven track record of achieving enterprise revenue targets.
• Experience closing complex deals with multiple stakeholders and long sales cycles.
• Strong ability to engage with senior executives across IT, Security, Compliance, Legal and Operations.

Responsibilities

• Own and deliver new business and expansion revenue targets.
• Lead the end-to-end enterprise sales cycle from discovery to closure.
• Build relationships with CXOs, CIOs, CISOs, DPOs and other leaders in target accounts.
• Develop account and territory strategies to penetrate priority enterprise accounts.
• Maintain a healthy pipeline with clear visibility into deal stages and risks.
• Collaborate with Marketing, Product and Pre-Sales to create compelling, ROI-focused solutions.

Skills

Enterprise SaaS sales

Executive engagement

Forecasting & pipeline

Negotiation

Account planning

Job description

Certinal is a unified Consent & Compliance Platform that replaces paper-based consent, manual intake, and uncontrolled forms with a single, fully digital system built for enterprise organizations. It digitally captures patient consent, enables legally binding electronic signatures, and ensures compliance with major regulations including HIPAA, 21 CFR Part 11, SOC 2 Type II, and CMS-0053-F, while integrating directly with EHR systems like Epic and Oracle Cerner.

Position Overview

The Senior Account Executive will own enterprise revenue growth and lead strategic sales opportunities from qualification through closure and expansion.

This is a hands-on leadership role. You will personally drive large and complex opportunities, work closely with senior customer stakeholders, strengthen sales execution across the team, and establish the processes required to consistently achieve revenue targets.

Experience:

4-8 years of B2B enterprise sales experience

Key Responsibilities:

• Own and deliver the assigned new business and expansion revenue targets.
• Lead the complete enterprise sales cycle from discovery and qualification through demonstrations, commercial negotiations, contracting, and closure.
• Personally drive strategic and high-value opportunities while supporting the broader sales team on complex deals.
• Build strong relationships with CXOs, CIOs, CISOs, DPOs, Legal, Compliance, IT, Operations, and business leaders within target accounts.
• Develop account and territory strategies to systematically penetrate priority enterprise accounts.
• Build and maintain a healthy pipeline with clear visibility into deal stages, next steps, risks, and expected closures.
• Establish strong forecasting discipline and conduct regular pipeline and deal reviews.
• Work with Marketing and Business Development to improve lead quality, account targeting, outbound programs, and pipeline creation.
• Partner with Product and Pre-Sales teams to translate customer requirements into compelling business and technical solutions.
• Build value-based business cases demonstrating ROI, compliance benefits, operational efficiencies, and business impact.
• Navigate complex enterprise buying processes involving multiple stakeholders, security reviews, procurement, legal negotiations, and technical evaluations.
• Identify expansion opportunities across existing customers and develop long-term account growth plans.
• Bring structured customer and market feedback to Product and leadership to support product strategy and GTM decisions.
• Develop repeatable sales playbooks, qualification standards, account planning practices, and deal management processes.
• Coach and develop members of the sales team and help build a high-performance, ownership-driven sales culture.

Job Requirement

Skills & Experience Requirements

• 4-8 years of B2B enterprise sales experience, preferably in SaaS, enterprise software, privacy, cybersecurity, compliance, healthcare technology, or digital transformation solutions.
• Demonstrated experience carrying and consistently achieving enterprise revenue targets.
• Experience closing complex enterprise deals involving multiple decision-makers and long sales cycles.
• Strong track record of selling to senior executives and functional leaders across IT, Security, Privacy, Compliance, Legal, Operations, or Digital Transformation.
• Strong understanding of enterprise SaaS sales, account planning, pipeline management, forecasting, negotiation, and commercial structuring.
• Ability to independently run discovery conversations and understand customer business problems before positioning a solution.
• Commercially strong with the ability to build ROI-driven propositions rather than relying primarily on product demonstrations.
• Comfortable working closely with technical, product, implementation, and legal teams during complex sales processes.
• Strong written and verbal communication, executive presence, and negotiation skills.
• High level of ownership, urgency, and comfort operating in a fast-growing environment with limited bureaucracy.

Preferred:

• Experience selling privacy, consent management, DPDP/GDPR compliance, GRC, cybersecurity, digital identity, eSignature, or workflow platforms.
• Experience selling into healthcare or other regulated industries.
• Existing relationships with enterprise CIOs, CISOs, DPOs, compliance leaders, or digital transformation teams.
• Experience working with consulting firms, technology partners, industry associations, or channel partners to create enterprise opportunities.
• Experience building or scaling an enterprise SaaS sales team or sales function.

Why Join Certinal:

• Ground Floor of a Market: Build pipeline in a category most Indian enterprises are only now digitising.
• Clear Path Forward: Defined progression from BDR into Account Executive or Senior BDR based on performance.
• Real Coaching: Direct access to senior sales leadership and structured call and email feedback.
• Enterprise Deals: Work large, multi-stakeholder accounts rather than transactional volume.
• Learning & Development: Professional development budget and access to industry events.