Business Development Representative

Location: Seattle, WA (Hybrid) or Remote Reports to: VP of Sales Employment: Full-Time Compensation: Base + Commission (OTE provided during interview)

Certivo is the AI-powered supply chain compliance platform that collects evidence from suppliers, validates it using intelligent document processing, and generates audit-ready proof for customers. We replace the manual chaos of spreadsheets, emails, and phone calls with a platform that covers 100+ regulatory frameworks—from REACH and RoHS to CBAM, PFAS, and EUCRA—achieving 95% supplier response rates and 99.2% document extraction accuracy.

Based in Seattle, we serve manufacturers across industrial, high-tech, medical device, and defense sectors and are scaling aggressively to meet surging demand driven by new regulatory enforcement worldwide.

As our first dedicated BDR focused on strategic accounts, you'll be responsible for opening doors at mid-market and enterprise manufacturers who are feeling the pain of tightening regulations like CBAM, PFAS restrictions, UFLPA enforcement, and CMMC requirements. You won't be smiling-and-dialing into a generic list—you'll be researching specific regulatory pressures, crafting account-specific outreach, and booking qualified meetings for our Account Executive team.

• Prospect into strategic accounts across priority verticals including industrial machinery, building materials, semiconductors, medical devices, and defense. You'll own a named account list of high-value targets.
• Lead with regulatory urgency. CBAM certificates are live. PFAS restrictions are expanding. Buy America enforcement is tightening. You'll use specific compliance deadlines and enforcement actions to create timely, relevant outreach that compels action.
• Build multi-threaded outreach campaigns targeting VP/Director-level compliance, supply chain, quality, and procurement leaders. Your sequences will combine email, Linked In, and phone across 10–15 touches per account.
• Conduct deep account research using regulatory intelligence, industry publications, and competitive signals to personalize every touchpoint. You'll understand each prospect's specific compliance exposure before you reach out.
• Generate qualified pipeline by booking discovery meetings for our Account Executives. Quality over volume—we're focused on strategic accounts with real compliance pain, not spray-and-pray.
• Collaborate with Marketing and Sales to refine targeting, share field intelligence on what resonates, and align on event-driven outbound around key industry conferences.
• Maintain accurate account intelligence in our CRM, ensuring seamless handoffs to AEs with full context on the prospect's regulatory pain, timeline, and decision-making structure.

• 1–3 years of outbound BDR/SDR experience selling B2B SaaS into manufacturing, supply chain, compliance, or industrial verticals. You understand long sales cycles and complex buying committees.
• A consultative, research-driven approach to prospecting. You read 10-Ks, track regulatory news, and know how to connect a compliance deadline to a VP's quarterly priorities.
• Comfort with technical subject matter. You don't need to be a regulatory expert on day one, but you should be intellectually curious and capable of learning frameworks like REACH, RoHS, CBAM, and CMMC quickly.
• Excellent written communication. Your emails read like they were written by someone who understands the prospect's world—not a template.
• Resilience and self-direction. You'll have support, but you'll also need to iterate on what works, take ownership of your territory, and move fast.
• Experience with CRM and sales engagement platforms (e.g., Linked In Sales Navigator, Apollo, Outreach, or similar).

• Prior experience in supply chain compliance, regulatory technology, EHS, or related domains.
• Familiarity with regulations like REACH, RoHS, TSCA, conflict minerals, CBAM, or CMMC.
• Experience selling into companies that currently rely on manual compliance processes or legacy point solutions.
• Background in account-based marketing (ABM) or strategic outbound in a high-growth environment.

• Market timing. Regulato…