Technical Account Manager

Technical Account Manager 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 Certora is hiring a Technical Account Manager to be the single owner of the customer relationship across the entire lifecycle. This is a full-cycle commercial and customer role. The TAM is expected to run assigned accounts autonomously and involve the right people, guiding and supporting the customer to get the best for their security needs. Leadership helps bring opportunities and supports strategic, unusual, or at-risk deals. It does not replace the TAM as the person responsible for moving the customer forward. When an engagement is agreed, the TAM hands active delivery to Security Labs. Security Labs owns the technical execution of the engagement; the TAM remains the main point of contact for account and commercial. What will you own - Customer discovery and qualification. Understand the customer's security needs, timing, stakeholders, decision process, and next step. - Technical scoping. Clarify the software target and work with Security Labs to establish a credible scope, effort estimate, timing, and delivery plan. - Proposal and close. Turn the agreed technical inputs into a clear offer, lead customer questions and objections, and negotiate within Certora's pricing and contract approval rules. - Onboarding and handoff. Align the start date, expectations, access, communication channels, commitments, and customer context before Security Labs begins delivery. - Ongoing account management. Maintain the relationship, identify needs or risks early, coordinate the appropriate Certora response, develop future work, and keep the account and next actions current in Salesforce. What we are looking for - Experience personally owning and closing technical B2B deals. - Strong commercial judgment and the ability to negotiate. - Clear communication with technical, commercial, and executive stakeholders. - Strong organization and follow-through, with the ability to operate autonomously, coordinate leadership, Security Labs, and Finance, and make risks visible early. Experience in cybersecurity, formal verification, blockchain, developer tools, or technical professional services is a plus. 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 Technical Account Manager Locations Europe, United States Remote status Fully Remote Employment type Full-time