Account Executive

Certus AI; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Certus AI is seeking a go-to-market lead to own conversations from the first call to a paid seat. You will identify robotics and industrial hardware teams still using Jama, IBM DOORS, or spreadsheets, and guide them to Certus as the primary record.

You will work with founders to move accounts from initial wedge to paid adoption, documenting buyer needs and ensuring the fit. This role suits someone comfortable with long cycles and a small number of strategic accounts, with remote US hours overlap.

Qualifications

• Experience selling B2B software to technical buyers.
• Experience owning design-partner relationships end to end.
• Ability to talk to safety or hardware leads without being a safety engineer.

Responsibilities

• Find and run first conversations with safety, hardware, and program leads at physical AI teams.
• Scope the first subsystem so teams can stay in Jama/IBM DOORS or Certus.
• Keep the account moving from wedge to paid seat.
• Document buyer needs the product does not yet address.

Skills

B2B software sales

Design-partner relationships

Technical buyer conversations

Long sales cycle

US hours overlap

Tools

Jama

IBM DOORS

Polarion

Job description

Remote, United States (or overlap with US hours) · Full-time · Go to market

About Certus

Certus is the Living OS for physical AI. We build AI-native operations for robotics, autonomy, and industrial hardware: safety evidence first, then supply chain and finance on the same record. Models propose, code verifies, and engineers review and sign. Certus can live inside Jama and IBM DOORS, and it can live outside them. Teams do not have to switch. We stand that workflow up with design partners. Certus is in NVIDIA Inception.

About the role

You own the conversation from the first call to a paid seat. You find robotics, autonomy, and industrial hardware teams whose evidence still lives in spreadsheets, Jama, or IBM DOORS. You start them on one subsystem. They can stay in those tools, or keep the record in Certus. You work the account with the founders until the workflow holds and they pay for a seat.

What you'll do

• Find and run first conversations with safety, hardware, and program leads at physical AI teams.
• Scope the first subsystem so the team can stay in Jama or IBM DOORS, or keep that record in Certus.
• Keep the account moving from the first wedge to a paid seat.
• Write down what the buyer needed that the product did not do.
• Work the account with the founders. This is not a handoff to a separate success team.

What we're looking for

• You have sold B2B software to technical buyers, or you have owned a design-partner relationship end to end.
• You can talk to a safety or hardware lead without pretending to be the safety engineer.
• You are comfortable with a long first cycle and a small number of serious accounts.
• You are US-based, or you can overlap US hours. Founders are in Portland, New York, and Seattle.

Nice to have

• Work in robotics, autonomy, automotive, aerospace, or industrial hardware.
• You have sold beside Jama, Polarion, IBM DOORS, or a PLM tool.
• Early-stage startup experience.

How we work

You are in the call and in the follow-up. The founders are in the room with you on the first accounts. When a buyer says no, you write down the real reason.

• Intro with a founder: accounts you have owned, and why this seat.
• A working session: how you would open one subsystem with a team that will not leave Jama or IBM DOORS.
• How you would know the account is ready to pay.