Enterprise Sales Lead

Enterprise Sales Lead About Certora Certora is the security assurance partner trusted by the most advanced teams in Web3. Founded in 2018 by pioneers in programming languages and formal methods, Certora helps leading protocols like Lido, Aave, Uniswap, and Compound secure billions in value with confidence. But we’re not just another auditor. We’re a full-stack security assurance platform, combining best-in-class formal verification tools with expert advisory services, delivered on time and with zero compromise. Whether you’re launching a new protocol, upgrading core infrastructure, or securing a DeFi primitive, Certora doesn’t just look for vulnerabilities. We help you prove correctness, accelerate your development speed, and embed safety into your design from day one. With Certora, you get: - Proven, scalable tooling for checking real deployed code - A deep partnership model with on-demand support - Fast, responsive execution that helps you go-to-market faster For us, security isn’t a checklist, it’s a continuous process. Certora is the most comprehensive and trusted platform to ensure your platform is protected, even under adversarial conditions. From testnet to mainnet, we’re with you. About the Role 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. What You’ll Own Market focus. Identify and validate the Financial Services segments, use cases, buying triggers, and account characteristics where Certora can create meaningful value. Pipeline creation. Build focused target-account plans and generate opportunities through direct outreach, trusted relationships, referrals, selected events, partnerships, and coordinated Marketing activity. Discovery and qualification. Establish the customer’s material business and technical problem, technical fit, urgency, internal champion, economic buyer, decision process, evaluation requirements, procurement path, and timeline. Buying-committee development. Build relationships across business, engineering, application-security, technology-risk, executive, legal, procurement, and vendor-risk stakeholders. Technical evaluations and service scoping. Work with Product, Security Labs, and technical experts to define credible use cases, success criteria, responsibilities, scope, and commercial next steps. Commercial execution. Own business cases, proposals, mutual action plans, negotiation, procurement coordination, and close in partnership with Finance and Legal. Forecasting and operating discipline. Maintain accurate account, opportunity, stakeholder, next-step, risk, and forecast information based on buyer evidence. Market learning and repeatability. 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. 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. Preferred Qualifications 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. Certora People We are Customer Centric , when we commit, the customer knows we will deliver in a quality and timely manner. We Move Fast - we’re looking for people with a bias for action and a sense of urgency to achieve quick results while we also Break Nothing – we have high-quality standards, we are looking for people who are professional and hold themselves accountable. We win as a Team – our teams are distributed around the world. We understand our individual roles and commit to the team's goals. We have a positive “can do” attitude. We support each other and are encouraged to ask for help and advice. We enable people to grow by clarifying expectations and giving candid feedback and on-the-job development opportunities. We welcome collaboration both internally and externally for outstanding delivery. We are Pioneers in DeFi security. We are one of the best companies to help developers and security researchers secure Web3, but we try to stay humble and are always eager to learn more. Why join Certora? Certora provides you a wonderful opportunity to: Work on cutting-edge technology and challenging problems at the forefront of Web3 applications and technologies Contribute to securing the web3 ecosystem with the leading provider of end-to-end security for blockchain-based applications Experience a friendly creative start-up environment with top talent in the domain Work in a fast-paced and supportive culture: we move fast and break nothing! Enjoy flexible work (remote / hybrid) Get competitive compensation & benefits (including equity) Department Sales Role Enterprise Sales Lead – Financial Services Locations Europe, United States Remote status Fully Remote Employment type Full-time