Account Executive

Certivo, Inc.; Seattle (WA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive OTE with equity

Inclusive work environment

Job summary

A technology compliance firm is seeking an experienced Account Executive to manage the full sales cycle for mid-market and enterprise manufacturers. This role involves leading consultative sales conversations, understanding regulatory contexts, and collaborating with diverse teams. The ideal candidate has 3–7 years of B2B SaaS sales experience, strong communication skills, and the ability to navigate complex buying committees. Competitive OTE and options in a rapidly growing company are offered. Hybrid or remote work is available.

Qualifications

• 3–7 years of B2B SaaS sales experience, ideally in manufacturing or compliance.
• Experience managing complex buying committees and deal cycles.
• Strong communication skills for running demos and presenting.
• Ability to learn technical subject matter quickly and understand regulations like REACH, CBAM, EU CRA, and CMMC.
• Strong communication and presentation skills; running demos, presenting business cases, and leading negotiations.
• Self-motivated and comfortable operating in a fast-moving environment with influence on sales process, pricing strategy, and GTM direction.

Responsibilities

• Own the full sales cycle from qualified discovery through close.
• Manage a pipeline of mid-market and enterprise manufacturing accounts.
• Collaborate with BDR and Marketing teams on account strategy.
• Run consultative discovery and demos mapping Certivo's platform to their workflow.
• Sell across compliance categories and identify multi-category opportunities.
• Collaborate with the BDR and Marketing teams on account strategy and pipeline development.
• Maintain disciplined pipeline hygiene in the CRM with accurate forecasting and context on every deal.

Skills

Consultative sales approach

Strong communication and presentation skills

B2B SaaS sales experience

Ability to learn technical subject matter

Regulatory familiarity

Job description

Location: Seattle, WA (Hybrid) or Remote Reports to: Head of Sales Employment: Full-Time Compensation: Base + Commission (OTE provided during interview)

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.

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.

How to Apply

Send your resume and a brief note on your experience selling into manufacturing or compliance to [e-mail] .

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