Enterprise Sales Lead

Certora•Madison, MS

3d•Hybrid

About The Position

We are looking for an Enterprise Sales Lead to establish and grow Certora’s business with regulated financial institutions and financial-infrastructure companies. This is a senior, hands-on individual-contributor role. Our initial focus is organizations building tokenization, custody, trading, payments, settlement, and other digital-asset systems where Certora has a clear technical fit. Relevant customers may include banks, exchanges, custodians, asset managers, payment companies, regulated fintechs, and financial-market infrastructure providers. You will personally identify, create, qualify, and close strategic enterprise opportunities while helping Certora validate the right market segments, use cases, buyers, and commercial motion. You will take two distinct offerings to market: Expert services. Approved security assessments and formal-verification engagements for critical software and systems. AutoProver. Product evaluations and enterprise software subscriptions for AutoProver. You will work closely with Marketing and Security Labs and partner with technical and delivery teams to confirm service feasibility, scope, effort, and delivery commitments. You will partner with Product on evaluations, supported environments, and customer feedback, and with Finance and Legal on pricing, procurement, and contracts. Your role is to lead the customer relationship, coordinate the right internal expertise, and move the commercial process forward with accuracy and discipline. As the vertical develops, you will document the repeatable motion and help shape the case for future investment and hiring. You should be excited to build the foundation while continuing to sell personally.

Requirements

3+ years of enterprise sales experience with banks, financial institutions, fintech companies, or other highly regulated organizations, with a demonstrated, quantified record of closing complex, high-value enterprise agreements.
Experience building a new market, territory, or commercial motion without relying on a mature inbound engine, established category, 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 the ability to develop a champion, reach the economic buyer, build a business case, and navigate technical evaluation, security, vendor risk, privacy, legal, procurement, and executive approval.
Sufficient technical fluency to communicate credibly with engineering, application-security, architecture, and product teams while knowing when to involve subject-matter experts.
Strong new-business instincts and a willingness to prospect, run discovery, coordinate demonstrations, write proposals, negotiate, and close business personally.
Evidence-based qualification, forecasting, account-planning, and pipeline discipline, together with strong commercial judgment, integrity, and executive communication skills.

Nice To Haves

Experience selling application security, code analysis, formal verification, developer tools, AI-assisted software products, or other technically demanding security solutions.
Familiarity with tokenization, custody, digital-asset trading, stablecoins, payments, settlement, blockchain infrastructure, or institutional onchain systems, together with an understanding of smart-contract development or software-verification workflows.
Trusted relationships across financial services, fintech, digital assets, cybersecurity, or enterprise engineering.
Experience navigating enterprise product-security reviews, data-handling requirements, deployment constraints, and vendor onboarding.
Experience developing strategic routes to market or helping build an enterprise sales team after establishing the initial commercial motion.

Responsibilities

Identify and validate the Financial Services segments, use cases, buying triggers, and account characteristics where Certora can create meaningful value.
Build focused target-account plans and generate opportunities through direct outreach, trusted relationships, referrals, selected events, partnerships, and coordinated Marketing activity.
Establish the customer’s material business and technical problem, technical fit, urgency, internal champion, economic buyer, decision process, evaluation requirements, procurement path, and timeline.
Build relationships across business, engineering, application-security, technology-risk, executive, legal, procurement, and vendor-risk stakeholders.
Work with Product, Security Labs, and technical experts to define credible use cases, success criteria, responsibilities, scope, and commercial next steps.
Own business cases, proposals, mutual action plans, negotiation, procurement coordination, and close in partnership with Finance and Legal.
Maintain accurate account, opportunity, stakeholder, next-step, risk, and forecast information based on buyer evidence.
Turn customer needs, objections, procurement requirements, competitive alternatives, and product gaps into useful recommendations; refine the playbook, document what works, and help build the future team when the motion supports expansion.