<aside> <img src="/icons/city_gray.svg" alt="/icons/city_gray.svg" width="40px" /> Certivo

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<aside> <img src="/icons/row_gray.svg" alt="/icons/row_gray.svg" width="40px" /> Table of Contents

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<aside> <img src="/icons/flash_gray.svg" alt="/icons/flash_gray.svg" width="40px" /> Apply Now!

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Location: In‑person/Hybrid (US)

Department: Sales and Account Management

Reports to: CEO

Type: Full‑time

Why this role exists

Certivo is the Evidence & Market Readiness platform for manufacturers. We turn regulatory evidence (UL/CE/IEC/CSA, RoHS/REACH/TSCA/PFAS, NSF/ANSI 61/372, CE DoC/DoP, EPD/EN 15804) into market‑ready packets so products pass reviews, bids win, and shipments don’t get held. All automatically, at scale, with AI.

As an Enterprise AE on our industrials team, you will prove repeatability, close revenue, and codify the playbook—starting with Test & Measurement / Instrumentation, Systems & Controls, Electrical Panels/Power, PVF/Water & Fire, and adjacent sectors. You are a builder who can run a full cycle while shaping messaging, process, and partner corridors—without signaling “early‑stage” to customers.

What you’ll sell (the Certivo platform)

Sell the platform, not point features. Show how Certivo turns messy supplier evidence into market‑ready packets that accelerate listings, approvals, line reviews, and submittals.

Platform pillars:

• CORA (AI evidence engine): document ingestion/classification, field extraction with citations, resolution to product × site × market, risk‑based human‑in‑loop.
• Supplier Campaigns: multilingual outreach, request templates, portal/email intake, fingerprinting/dedupe, response analytics.
• Rules Engine & Framework Library: deterministic checks for RoHS/REACH/TSCA/PFAS; UL/CE/IEC/CSA; NSF/ANSI 61/372; CE DoC/DoP; EPD/EN 15804; retailer/AHJ forms—versioned, customer‑visible.
• Evidence Graph: provenance‑linked records mapped to SKUs, plants, and markets.
• Packet Factory: one‑click market‑ready packets (submittals, listings, substances, retailer/AHJ, owner/operator) with embedded citations; export to PDF/Excel/JSON; push to routing tools when applicable.
• Monitoring & Renewals: expiry watch, rule‑change alerts, auto re‑requests, redlines/diffs, one‑click re‑issue.
• Integrations & Governance: PLM/ERP/MDM + storage connectors, SSO, audit trails, data residency options.

Commercial model (not per‑user): scoped by parts/SKUs & BoMs, active suppliers, covered sites/markets, and package selection (Safety & Listings; Materials & Substances; Sustainability; Market Access; OEM/MRO & Audit). Expansions come from adding parts, suppliers, packages, sites/markets, or throughput.

Positioning & demo ethos

Lead with outcomes: more wins, first‑pass approvals, minutes‑to‑packet, fewer blocked shipments, lower cost‑per‑proof. Live‑build a compliant packet in ≤10 minutes with rules and sources visible; highlight supplier campaign automation and expiry monitoring.

Outcomes and hard targets

Quota & bookings:

• Ramp quarter (first full quarter): $120k new ARR (≈ 2 wins @ ~$60k ACV)
• Steady state (thereafter): $240k new ARR per quarter (≈ 4 wins)
• Year one expectation: $0.9–$1.2M new ARR (ramp‑adjusted)

Funnel & conversion (hit by end of Q2):

• Lead→SQL ≥30% · SQL→Opp ≥50% · Opp→Close ≥25%
• Maintain ≥3× pipeline coverage of next two quarters’ quota (weekly)

Packet execution & proof (inside deals):

• Minutes‑to‑packet: ≤10 minutes for standard packs
• First‑pass approvals on submittals/line‑reviews you drive: ≥70%

PLG responsibilities:

• Respond to packet‑intent MQLs (trial Generate Packet, doc uploads) within <2 hours
• Trial→paid ≥4% by end of Q2; ≥6% by end of Q4; ≥50% PLG attach on MQLs you/SDR touch

Partner & source mix (by end of Q3):

• Partner‑sourced opps: ≥30–35% (labs, program operators, distributor groups)
• Source mix bands: Outbound ~30%, Partners ~35%, Inbound ~25%, PLG ~10% (±5%)

Responsibilities

Own a vertical and close full‑cycle:

• Build and prosecute a lane ICP (200–300 accounts) across Instrumentation, Systems & Controls, Electrical Panels/Power, PVF/Water & Fire, and adjacent sectors.
• Discovery anchored to packet outcomes (who must approve, what evidence, by when, via which route—NRTL, CE, retailer/AHJ, owner/operator).
• Live‑build packets on calls; run mutual close plans; negotiate and close.

Work PLG as a pipeline engine:

• Monitor packet‑intent triggers; book consults; convert self‑serve to paid; expand to enterprise.
• Collaborate with Growth on in‑product nudges that create packet intent.

Stand up early GTM:

• Define stages and exit criteria; forecast hygiene in HubSpot.
• Co‑create 2–3 repeatable demos (Submittal; Listings; Substances) with embedded metrics.
• Close 2+ lighthouse wins suitable for public case studies in your first 90 days.

Build leverage:

• Open 2 partner corridors (e.g., UL/CSA/ETL lab, NSF/water advisor, distributor group).
• Feed product with rules/packet gaps; influence roadmap with real deal signals.

Industrial sub‑verticals you will sell into

1. Test & Measurement / Instrumentation — meters/analyzers/sensors, loggers, calibrators. Packs: Listings & Certifications; Substances; Distributor/Contractor Submittals; Calibration/CoC bundles.
2. Systems & Controls (HVAC/Automation/Lighting) — controllers, I/O, VFDs, actuators, luminaires/drivers. Packs: Safety/EMC + UL/IEC/CSA; RoHS/REACH/TSCA/PFAS; Retailer/AHJ; Project Submittals.
3. Electrical Enclosures, Panels & Power Distribution — enclosures, panelboards, switchboards, busway, cable systems. Packs: UL/IEC/CSA listings & labels; Manuals; Substances; Submittals.
4. PVF / Water & Fire Protection — valves, fittings, PEX, backflow, hydrants/sprinklers. Packs: NSF/ANSI 61/372; UL/FM; ICC‑ES/IAPMO; Distributor Submittals; SDS/CoC.
5. Drives, Motors & Motion — motors, VFDs, actuators, motion controllers. Packs: Safety & EMC; Efficiency labels (where applicable); Substances; Submittals.
6. Utility/Facility Skids & Equipment — treatment skids, pumps, analyzers, blowers, chemical feed. Packs: Owner/Operator sets; Listings & Substances; Commissioning/Manuals; QA/Audit.
7. Data Center Infrastructure Components — PDUs/busway, thermal units, monitoring, switchgear components. Packs: Listings & Safety; Commissioning/Owner packs; Substances.
8. On‑site Power & Energy Storage — gensets, BESS/ESS components, microgrid controls, ATS. Packs: UL/IEC safety; Interconnect/Commissioning; Substances; Project Submittals.

Adjacent expansions (in scope): Robotics & Machine Builders; Packaging Machinery & Automation Cells; Semiconductor/High‑Tech Tools; AGVs/AMRs & Industrial Trucks; Machine Tools & Metalworking; HazLoc/Explosion‑Proof Equipment; Ovens/Furnaces & Thermal Processing; Pressure Equipment & Skid OEMs; Building HVACR & IAQ components; Industrial Lasers & Welding systems.

30 / 60 / 90‑day plan

0–30 days:

• Finalize ICP (200–300 accounts) and partner target list; stand up lane dashboards.
• Pipeline to ≥1.5× ramp quota; open 6+ opportunities.
• Ship two demo scripts and one downloadable sample packet.
• Meet <2h SLA on 90%+ of PLG packet‑intent MQLs.

31–60 days:

• Hit 2 wins (ramp target). Run partner webinar #1 (lab or distributor); generate 15+ SALs.
• Publish v1 playbook (discovery, demo, packet checklist, mutual close plan).

61–90 days:

• Lift pipeline to ≥3× next two quarters’ quota.
• Achieve ≥70% first‑pass approvals on early customer packets.
• Present hiring spec for AE‑2; assist interviews.

What great looks like (KPIs)

• New ARR per quarter: ≥$240k steady; ≥$120k ramp.
• Coverage: ≥3× for next two quarters, every week.
• Win rate and cycle: ≥25% Opp→Close; ≤120‑day median cycle.
• Packet metrics: ≤10‑minute demo build; ≥70% first‑pass approvals.
• PLG: ≥4–6% trial→paid; ≥50% attach; <2h response SLA met ≥90%.
• Source mix: ≥30–35% partner‑sourced by Q3; outbound hitting SAL→SQL→Opp targets.

Qualifications

Must‑have:

• 4–8+ years full‑cycle closing in industrial/manufacturing or compliance/regulatory software/services.
• Working fluency with one or more of: UL/CE/IEC/CSA; RoHS/REACH/TSCA/PFAS/Prop 65; NSF/ANSI 61/372; submittals/line‑reviews.
• Proven track to $600k–$1M annual new ARR as an IC at ACVs $40k–$150k.
• Player‑coach mindset: build simple process while carrying quota.

Nice‑to‑have:

• Sold into Instrumentation, Controls/Automation, PVF/Water, Electrical manufacturers.
• Comfortable live‑assembling matrices/checklists/packets on calls.
• Partner‑led selling with labs, distributors, or program operators.

How we work (tools & cadence)

• HubSpot CRM, LinkedIn Sales Navigator, Calendly, Gong (or equivalent), Notion, Zoom.
• Weekly pipeline/forecast review (MEDDICC + mutual close plans).
• Daily PLG intent alerts; <2h SLA.
• Monthly scorecard to CEO: bookings, coverage, win rate, cycle, packet metrics, PLG attach, partner‑sourced %, forecast delta.

Compensation & progression

• Competitive base + variable (50/50) with accelerators >110% attainment.