This is a remote position.

Account Executive

Certificial is transforming how businesses and their suppliers share insurance coverage information—moving from point-in-time documents to real-time data through our Smart COI Network™. By combining certificate issuance and compliance management into one intelligent platform, Certificial eliminates risk, ensures compliance, and reduces costs for every stakeholder in the COI process: Insureds, Agents & Brokers, and Requestors.

The ideal candidate has a proven track record in channel sales, strategic partnerships, and enterprise growth, with the ability to build scalable go-to-market partnerships that deliver measurable ARR expansion.

What you’ll do:

• Own the full sales cycle — from prospecting and qualification to negotiation and close — across enterprise and strategic accounts.
  

• Develop and execute account strategies that align with Certificial’s go-to-market objectives.
  

• Generate your own pipeline through targeted outbound efforts and warm leads from our platform and strategic partners.
  

• Engage directly with C-suite and senior stakeholders to identify challenges, articulate value, and build consensus across complex buying groups.
  

• Quarterback the deal process — proactively managing the forward motion of your opportunities and bringing in the right internal resources to move deals efficiently and effectively towards a successful outcome.
  

• Use industry knowledge and insights to consult with clients on improving compliance and operational efficiency through Certificial’s platform.
  

• Collaborate cross-functionally with Marketing, Product, and Customer Success to provide feedback and co-develop campaigns that resonate with our buyers.
  

• Represent the customer’s voice internally, ensuring their needs are addressed and their success drives our growth.
  

• Contribute to sales playbook development and continuously improve our GTM strategy based on your learnings from the field.
  

• Maintain accurate pipeline management and forecasting in the CRM (HubSpot).
  

What you’ll bring:

• 5–10 years of experience in direct B2B SaaS sales, preferably in the InsurTech, Compliance, or Risk Management sectors.
  

• Proven success closing Enterprise deals ($50K–$500K+ ARR) with multi-stakeholder buying committees.
  

• Early-stage startup experience and comfort selling in a fast-paced, often ambiguous environment.
  

• A self-starter mindset—you manage your time, set priorities, and deliver results without needing hand-holding.
  

• Strong business acumen with the ability to understand a customer’s operations, challenges, and ROI drivers.
  

• Excellent relationship-building and communication skills, particularly with senior executives.
  

• Proficiency with HubSpot CRM, LinkedIn Sales Navigator, and other modern sales tools.
  

• A common-sense, solutions-oriented approach—someone who figures things out and executes.
  

• Hands-on knowledge of the insurance, risk, or compliance space (preferred).
  

• Experience selling to top vertical industry targets, risk management and supply chain leaders, or enterprise procurement teams (preferred).
  

Compensation:

• This role will receive a competitive base salary, bonus, benefits, and options. The base salary range for US-based employees is $100,000 - $150,000.
  

• Various factors are considered when determining someone's leveling and compensation, including a candidate's professional background and experience. These numbers may be modified in the future, and final offer amounts may vary from those listed above. Please continue to apply if you are unsure that you fit into our compensation structure.
  

Perks and Benefits:

• Health, dental, and vision insurance
  

• No waiting period for enrollment
  

• 401(k) with company match
  

• Employer-paid STD/LTD
  

• Unlimited PTO
  

• Employee Assistance Program
  

• Special employee discounts
  

• Virtual team-building activities
  

Why Join Certificial:

• Lead and shape a critical GTM function with significant ownership of growth outcomes.
  

• Collaborate with a passionate, innovative team and industry-leading partners.
  

• Competitive compensation package, including base, bonus, and equity.
  
  

About Us:

Certificial uses real-time data to ensure businesses have continuous, compliant insurance coverage. We combine certificate issuance and compliance management into one simple platform, eliminating risk, ensuring compliance, and reducing costs for every stakeholder in the COI process - Insureds, Agents & Brokers, and Requestors. This is the Smart COI NetworkTM.

We are an entirely remote team transforming how businesses and their suppliers share insurance coverage information by moving from point-in-time documents to real-time data.

We have diverse backgrounds, interests, and lifestyles as a team, but our values unite us. We are driven by excellence and aspire to improve every day, take extreme ownership and responsibility for our success, are problem solvers and believe in process transformation, believe in transparency in our company and our platform, and are mindful and respectful of others’ viewpoints.

Employment at Certificial is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.