This is a remote position.

Director of Strategic Sales – Partner Segment

Certificial is redefining the future of insurance verification with our Smart COI Network. By empowering enterprises, vendors, and insurance agents to connect and share compliance data in real-time, we are eliminating the inefficiencies of outdated COI tracking processes. Our mission is to make Smart COIs the new standard across industries, creating a more connected and compliant ecosystem.

Role Overview

We are seeking a dynamic and results-oriented Director of Strategic Sales – Partner Segment to drive
Certificial’s growth through vendor management ecosystems. This leader will own the strategy,
development, and expansion of our vendor management partner network, while also enabling
downstream adoption by enterprise clients. This is a hands-on role requiring direct execution of sales cycles with revenue-generating partners, both new and existing, for our largest customer segment. Experience with large-target Enterprise Sales in a SaaS model is a must. Future team growth and team buildout is predicated on successful execution and performance in bringing on new partners, and growing existing ones.

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:

• Capture and Expand Partnerships
  

• Identify, develop, and close Partner sales opportunities in alignment with Certificial’s Partner value proposition.
  

• Expand and enable existing partnerships through consistent engagement and proven tactics.
  

• Develop and execute on growth targets, hitting (and exceeding) revenue/growth goals and sharing learning across the organization.
  

• Be the voice of all Partner stakeholders, sharing customer-driven insights across Certificial, including Product, Engineering, Business Development, and Legal.
  

• Provide quantitative/qualitative analysis to inform team decision-making and product.
  

• Perform various sales and marketing operations tasks, including managing the Partnership pipeline with Certificial’s CRM tool.
  

• Partnership Strategy & Growth
  

• Define and execute Certificial’s partner strategy, with a focus on vendor management platforms, technology alliances, and strategic distribution partners.
  

• Identify, negotiate, and secure partnerships that expand Certificial’s reach and accelerate adoption of Smart COIs.
  

• Channel Development & Enablement
  

• Build scalable channel programs to support partner-led sales and co-selling motions.
  

• Equip vendor management partners with tools, training, and resources to drive client adoption.
  

• Revenue & Market Expansion
  

• Deliver against revenue targets by driving partner-influenced and partner-led ARR growth.
  

• Align with Partner’s enterprise sales teams to jointly pursue client opportunities through vendor networks.
  

• Ecosystem Leadership
  

• Represent Certificial in the partner ecosystem, including industry events, conferences, and joint marketing campaigns.
  

• Establish Certificial as the default Smart COI Tracking solution for vendor management platforms and their clients.
  

• Cross-Functional Collaboration
  

• Work closely with Marketing, Product, and Customer Success to align GTM strategies with partner needs.
  

• Provide market intelligence and feedback to inform product roadmap and co-innovation opportunities.
  

What you’ll bring:

• 10+ years of experience in channel sales, partnerships, or strategic business development, ideally in SaaS, InsurTech, or compliance-related platforms.
  

• Experience identifying, actively managing, and closing large Enterprise contracts is a must.
  

• Proven track record of executing new partnership contracts, expanding existing ones, and building and scaling channel/partnership ecosystems that drive ARR.
  

• Strong network within vendor management, procurement, or risk/compliance software providers.
  

• Exceptional negotiation, communication, and relationship-building skills.
  

• Ability to thrive in a fast-paced, high-growth environment, with a builder’s mindset.
  

• Strong executive presence and ability to influence both internal stakeholders and external partners.
  

Compensation:

• This role will receive a competitive base salary, bonus, benefits, and options. The base salary range for US-based employees is $50,000-$500,000.
  

• 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:

• Be part of a mission-driven company transforming how industries manage compliance and insurance verification.
  

• 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.