Account Executive

Certivo; Seattle (WA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Equity in company

Hybrid/Remote work

Job summary

Certivo is seeking an Account Executive to own the full sales cycle—from qualified discovery through close—for mid-market and enterprise manufacturers. You’ll engage VP and Director-level buyers in compliance, supply chain, and procurement under tight regulatory timelines.

You will lead consultative discovery, demo Certivo’s platform, and map it to each prospect’s workflow—from evidence collection to audit-ready output, driving multi-category expansion and consensus among buying committees.

Qualifications

• 3–7 years of B2B SaaS sales experience in manufacturing, compliance, EHS, or industrial verticals.

Responsibilities

• Own the full sales cycle from discovery to close for mid-market and enterprise manufacturing accounts.

Skills

B2B SaaS sales

Enterprise sales

Consultative selling

Stakeholder management

Demos & presentations

Pipeline management

Negotiation

Tools

Salesforce CRM

Job description

Location: Seattle, WA (Hybrid) or Remote

Reports to: Head of Sales

Employment: Full-Time

Compensation: Base + Commission (OTE provided during interview)

About Certivo

Certivo is the AI-powered supply chain compliance platform that collects evidence from suppliers, validates it using intelligent document processing, and generates audit-ready proof for customers. We cover 100+ regulatory frameworks—from REACH and RoHS to CBAM, PFAS, EU CRA, and CMMC—achieving 95% supplier response rates and 99.2% document extraction accuracy. Our customers are manufacturers across industrial, high-tech, medical device, and defense sectors navigating an increasingly complex global regulatory landscape.

The Role

As an Account Executive at Certivo, you'll own the full sales cycle—from qualified discovery through close—selling into mid-market and enterprise manufacturers. Your buyers are VP and Director-level leaders in compliance, supply chain, quality, and procurement who are under real pressure from tightening regulations and customer requirements. You won't be selling a nice-to-have. You'll be selling into active budget cycles driven by enforcement deadlines, customer mandates, and regulatory risk.

What You'll Do

• Own the full sales cycle from qualified discovery through negotiation and close. You'll manage a pipeline of mid-market and enterprise manufacturing accounts with deal cycles typically ranging from 30 to 90 days.
• Lead with the customer's regulatory pain. Every deal starts with understanding the prospect's specific compliance exposure—which regulations apply, which deadlines are approaching, where their current process is breaking down. You'll tailor every conversation to their situation, not a generic pitch.
• Run consultative discovery and demos. You'll need to understand how supply chain compliance works well enough to diagnose a prospect's gaps and map Certivo's platform to their specific workflow—from supplier evidence collection through audit-ready output.
• Sell across compliance categories. Certivo isn't a point solution. A customer might enter through materials compliance (REACH, RoHS) and expand into sustainability (CBAM), cybersecurity (EU CRA), trade compliance (BABA, UFLPA), or quality (ASTM/ASME). You'll identify and drive multi-category opportunities.
• Manage complex buying committees. Your deals will involve compliance leads, supply chain directors, procurement, legal, and IT. You'll need to navigate multiple stakeholders with different priorities and build consensus.
• Collaborate with the BDR and Marketing teams on account strategy, event follow-up, and pipeline development. Share field intelligence on what resonates, what objections come up, and where the market is moving.
• Maintain disciplined pipeline hygiene in our CRM—accurate forecasting, clear next steps, and full context on every deal.

What We're Looking For

• 3–7 years of B2B SaaS sales experience, ideally selling into manufacturing, supply chain, compliance, EHS, or industrial verticals. You understand how mid-market and enterprise manufacturers buy software.
• A consultative sales approach. You lead with questions, not features. You understand that in compliance sales, the prospect's specific regulatory context matters more than a product walkthrough.
• Experience managing deal cycles with multiple stakeholders and complex buying committees. You're comfortable selling to VP/Director-level buyers and can navigate from a compliance manager to a General Counsel in the same deal.
• The ability to learn technical subject matter quickly. You don't need a compliance background on day one, but you should be capable of understanding regulations like REACH, CBAM, EU CRA, and CMMC well enough to have a credible conversation with a compliance professional.
• Strong communication and presentation skills. You'll be running demos, presenting business cases, and leading negotiations.
• Self-motivated and comfortable operating in a fast-moving environment where you'll have real influence on sales process, pricing strategy, and GTM direction.

Bonus Points

• Prior experience selling compliance, regulatory, EHS, or supply chain software (e.g., Assent, Sphera, Intelex, SAP EHS, or similar).
• Familiarity with regulatory frameworks like REACH, RoHS, CBAM, CMMC, ITAR, or ISO standards.
• Experience with partner-led or channel sales motions alongside direct sales.
• Track record of consistently exceeding quota in a high-growth environment.

Why Certivo

• You're selling into urgency. CBAM, PFAS, EU CRA, CMMC, and Buy America enforcement are creating compliance buying events across every industry we serve. These aren't discretionary budgets—they're regulatory mandates with deadlines.
• The product delivers. 99.2% extraction accuracy, 95% supplier response rates, ROI in weeks. You'll have customer proof points and a platform that demos well.
• Multi-category expansion. Every customer is a land-and-expand opportunity across 10 compliance categories. Your accounts grow over time, not just at close.
• Equity and upside. Competitive OTE with meaningful equity in a company experiencing rapid growth.

Certivo is an equal opportunity employer. We value diversity and are committed to creating an inclusive environment for all team members.