Senior Account Executive

Katana

19d • Remote

About The Position

Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world. We've just stepped into an exciting new phase of expansion - moving beyond small merchants into a larger market of modern, multi-channel, multi-location businesses. With that growth comes bigger opportunities, more complex problems, and the chance to shape how we scale. Our 100+ person team across 10+ countries is building what's next - together. This role is for someone who wants to shape a motion while it's still taking form, not inherit a finished one. This is a new role - and a foundational one. You will be the first dedicated Account Executive for Advantage - our new go-to-market motion at Katana. You will own our Advantage sales motion end-to-end, running complex, multi-stakeholder deals with mid-market businesses that are scaling beyond what basic tools can handle - from qualification through close. You'll sell custom-scoped engagements to companies ready to invest in a purpose-built solution, and you'll own a book of high-value deals in a motion that's being built in real time. This role requires a rare combination - someone who can run a complex deal and go find their own business when the moment calls for it. The learning curve is real, the opportunity is real, and the impact you have on how this company grows upmarket will be visible from day one. The motion is already live - and still taking shape. You'll sharpen it, scale it, and make it yours.

Requirements

• You close complex SaaS deals in the CA$15K–CA$50K+ ACV range, and you can walk through exactly how each one came together - the discovery, the stakeholders, the moment it nearly died and what you did about it.
• You carry a quota north of CA$500K and consistently hit it - and you can explain the process behind the number, not just the number.
• You navigate a real buying committee - an Operations Manager, a CFO, and a CEO in the same deal - reading what each one actually needs and getting to a signed order without losing the room.
• You run structured discovery (MEDDIC, SPICED, or your own equivalent), separate the presenting symptom from the underlying pain, and quantify that pain in the prospect's own numbers - so urgency comes from the math, not from pressure.
• You build and defend an ROI-driven business case in front of a C-suite and senior decision-makers.
• You position and win against entrenched ERP and operations platforms - naming where they're slow, heavy, or overkill, and reframing the decision around fit and time-to-value.
• You scope and price a custom engagement from a messy, ambiguous set of requirements - building a commercial structure that holds up deal-by-deal rather than read off a fixed price list, and negotiating terms that survive scrutiny.
• You source your own pipeline - you spot a trigger event, engineer a referral, or build an outbound angle - and you can point to deals that started with you, not with an SDR or an inbound form.
• A closer, not a relationship manager. You've built your own process, you know why it works, and you can explain it.
• Builder first - ready to own something, and clear that shaping a motion as it scales is worth more than another year at a recognizable name.
• Diagnostic under pressure. When a deal goes quiet, you know exactly why and exactly what to do about it.
• Pulled toward the opportunity, not running from a job. You build urgency without manufacturing it.
• Adaptable - we change often and fast, and this should energise you not scare you.

Nice To Haves

• You know the operations buyer - the world of inventory, supply chain, or manufacturing software - well enough to speak their language from the first call.
• You've sold in a high-growth environment where the motion was still taking shape, so ambiguity reads as opportunity rather than risk.

Responsibilities

• Run complex deals
• Own a pipeline of mid-market deals targeting CA$15K–CA$50K ACV.
• Run discovery that goes deep - quantifying pain, mapping stakeholders, and building business cases in the prospect's own numbers.
• Navigate buying committees across Operations, IT, Finance, and the C-suite.
• Position confidently against Katana's alternatives.
• Scope and negotiate custom, SOW-based engagements.
• Manage longer sales cycles with disciplined follow-through between every touchpoint.
• Introduce expansion and ongoing engagement opportunities during the initial deal scope.
• Source your own pipeline
• Source and develop your own pipeline when needed. This role requires a hunter mentality as much as a closer one - you don't wait for inbound, you go find it.
• Hit quota
• Consistently hit and exceed quota.

Benefits

• Employee Stock Option Program - you share in what you build
• Time off that's genuinely encouraged: statutory annual leave aligned with local requirements, with a global minimum of 4 weeks, 3 paid health days annually, and your birthday off - because it should actually feel like a day off
• Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana - time to reset, explore, or focus on personal growth
• Home office stipend to help you create a setup that works for you
• Health & wellness package through Sun Life
• Modern tools and tech, including AI-enabled tools that help you work smarter and stay focused on high-impact work

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed