Sales Director

About the role

We are looking for a Sales Director to accelerate Certinal's enterprise business, build strategic customer relationships, and create a predictable and scalable sales engine.

The Sales Director will own enterprise revenue growth and lead strategic sales opportunities from qualification through closure and expansion.

This is a hands-on leadership role. You will personally drive large and complex opportunities, work closely with senior customer stakeholders, strengthen sales execution across the team, and establish the processes required to consistently achieve revenue targets.

You will work closely with the CEO's Office, Marketing, Business Development, Product, Pre-Sales, Implementation, and Customer Success teams.

What you will do

• Own and deliver the assigned new business and expansion revenue targets.
• Lead the complete enterprise sales cycle from discovery and qualification through demonstrations, commercial negotiations, contracting, and closure.
• Personally drive strategic and high-value opportunities while supporting the broader sales team on complex deals.
• Build strong relationships with CXOs, CIOs, CISOs, DPOs, Legal, Compliance, IT, Operations, and business leaders within target accounts.
• Develop account and territory strategies to systematically penetrate priority enterprise accounts.
• Build and maintain a healthy pipeline with clear visibility into deal stages, next steps, risks, and expected closures.
• Establish strong forecasting discipline and conduct regular pipeline and deal reviews.
• Work with Marketing and Business Development to improve lead quality, account targeting, outbound programs, and pipeline creation.
• Partner with Product and Pre-Sales teams to translate customer requirements into compelling business and technical solutions.
• Build value-based business cases demonstrating ROI, compliance benefits, operational efficiencies, and business impact.
• Navigate complex enterprise buying processes involving multiple stakeholders, security reviews, procurement, legal negotiations, and technical evaluations.
• Identify expansion opportunities across existing customers and develop long-term account growth plans.
• Bring structured customer and market feedback to Product and leadership to support product strategy and GTM decisions.
• Develop repeatable sales playbooks, qualification standards, account planning practices, and deal management processes.
• Coach and develop members of the sales team and help build a high-performance, ownership-driven sales culture.

What we are looking for

• 8–15 years of B2B enterprise sales experience, preferably in SaaS, enterprise software, privacy, cybersecurity, compliance, healthcare technology, or digital transformation solutions.
• Demonstrated experience carrying and consistently achieving enterprise revenue targets.
• Experience closing complex enterprise deals involving multiple decision-makers and long sales cycles.
• Strong track record of selling to senior executives and functional leaders across IT, Security, Privacy, Compliance, Legal, Operations, or Digital Transformation.
• Strong understanding of enterprise SaaS sales, account planning, pipeline management, forecasting, negotiation, and commercial structuring.
• Ability to independently run discovery conversations and understand customer business problems before positioning a solution.
• Commercially strong with the ability to build ROI-driven propositions rather than relying primarily on product demonstrations.
• Comfortable working closely with technical, product, implementation, and legal teams during complex sales processes.
• Strong written and verbal communication, executive presence, and negotiation skills.
• High level of ownership, urgency, and comfort operating in a fast-growing environment with limited bureaucracy.

Good to have

• Experience selling privacy, consent management, DPDP/GDPR compliance, GRC, cybersecurity, digital identity, eSignature, or workflow platforms.
• Experience selling into healthcare or other regulated industries.
• Existing relationships with enterprise CIOs, CISOs, DPOs, compliance leaders, or digital transformation teams.
• Experience working with consulting firms, technology partners, industry associations, or channel partners to create enterprise opportunities.
• Experience building or scaling an enterprise SaaS sales team or sales function.

What success looks like

The Sales Director will be expected to create predictable revenue growth by combining strong individual deal execution with disciplined sales management.

Success will be measured through revenue achievement, pipeline coverage, forecast accuracy, strategic account penetration, sales cycle progression, customer expansion, and the development of a scalable enterprise sales motion.