Enterprise Sales Lead

You will build Certora’s enterprise sales presence across regulated financial institutions and financial infrastructure companies. You will identify target markets, create and qualify opportunities, develop buying-committee relationships, lead technical evaluations, scope services, prepare proposals, negotiate agreements, coordinate procurement, and close strategic business. You will maintain accurate forecasts, turn market feedback into repeatable sales practices, and help shape future expansion.

Responsibilities

• Identify and validate financial services segments, use cases, buying triggers, and target-account characteristics
• Build target-account plans and generate opportunities through outreach, relationships, referrals, events, partnerships, and marketing activity
• Establish customer business and technical needs, urgency, champions, buyers, decision processes, procurement paths, and timelines
• Build relationships with business, engineering, security, risk, executive, legal, procurement, and vendor-risk stakeholders
• Define technical evaluation success criteria, responsibilities, scope, and commercial next steps
• Own business cases, proposals, mutual action plans, negotiations, procurement coordination, and deal closure
• Maintain accurate account, opportunity, stakeholder, next-step, risk, and forecast information
• Convert customer feedback, objections, procurement requirements, competitive alternatives, and product gaps into recommendations and repeatable sales practices

Requirements

• 3+ years of enterprise sales experience with banks, financial institutions, fintech companies, or other highly regulated organizations
• Demonstrated quantified success closing complex high-value enterprise agreements
• Experience building a new market, territory, or commercial motion without a mature inbound engine or large sales-support organization
• Experience selling cybersecurity, developer tools, enterprise SaaS, technical professional services, or another technically sophisticated product
• Strong command of multi-stakeholder buying processes, including champion development, economic-buyer access, business-case creation, technical evaluation, security, vendor risk, privacy, legal, procurement, and executive approval
• Technical fluency sufficient to communicate credibly with engineering, application-security, architecture, and product teams
• Strong prospecting, discovery, demonstration, proposal, negotiation, and closing skills
• Evidence-based qualification, forecasting, account planning, pipeline discipline, commercial judgment, integrity, and executive communication skills
• Experience selling application security, code analysis, formal verification, developer tools, AI-assisted software products, or other technically demanding security solutions is preferred
• Familiarity with tokenization, custody, digital-asset trading, stablecoins, payments, settlement, blockchain infrastructure, institutional onchain systems, smart-contract development, or software-verification workflows is preferred
• Trusted relationships across financial services, fintech, digital assets, cybersecurity, or enterprise engineering are preferred
• Experience with enterprise product-security reviews, data-handling requirements, deployment constraints, and vendor onboarding is preferred
• Experience developing strategic routes to market or helping build an enterprise sales team is preferred

Benefits

• Flexible remote or hybrid work
• Competitive benefits including equity