Senior Account Executive
About The Position
Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for over 1,500 businesses globally. The company is entering a new phase of expansion, targeting larger, more complex businesses. This role is a foundational, new position as the first dedicated Account Executive for Katana's new enterprise go-to-market motion, 'Advantage'. The individual will own the enterprise sales motion end-to-end, managing complex, multi-stakeholder deals with mid-market businesses scaling beyond basic tools. This role requires a blend of enterprise deal closing and pipeline generation, with a focus on custom-scoped, SOW-based engagements and a book of high-value deals in a developing sales motion. The opportunity is to shape and scale the enterprise sales motion, with significant visibility and impact on the company's upmarket growth.
Requirements
- Ability to close complex SaaS deals in the CA$15K–CA$50K+ ACV range, with a clear explanation of the process.
- Carry a quota north of CA$500K and consistently hit it, with a documented process.
- Experience navigating real buying committees (e.g., Operations Manager, CFO, CEO) and understanding their needs.
- Proficiency in structured discovery methodologies (MEDDIC, SPICED, or equivalent) to separate symptoms from pain and quantify pain in prospect's numbers.
- Ability to build and defend an ROI-driven business case for C-suite and senior decision-makers.
- Skill in positioning and winning against entrenched ERP and enterprise operations platforms.
- Experience scoping and pricing custom engagements from ambiguous requirements, building commercial structures, and negotiating terms.
- Proven ability to source own pipeline through trigger events, referrals, or outbound angles.
Nice To Haves
- Familiarity with the operations buyer, including inventory, supply chain, or manufacturing software, to speak their language from the first call.
- Experience selling in a high-growth environment where the sales motion was still developing, viewing ambiguity as opportunity.
Responsibilities
- Run complex enterprise deals, owning a pipeline of mid-market enterprise deals targeting CA$15K–CA$50K ACV.
- Run deep discovery to quantify pain, map stakeholders, and build business cases using prospect's numbers.
- Navigate buying committees across Operations, IT, Finance, and the C-suite.
- Position confidently against enterprise alternatives.
- Scope and negotiate custom, SOW-based engagements.
- Manage longer sales cycles with disciplined follow-through.
- Introduce expansion and ongoing engagement opportunities during the initial deal scope.
- Source and develop own pipeline when needed, demonstrating a hunter mentality.
- Consistently hit and exceed quota on a dedicated enterprise motion.
Benefits
- Competitive, market-aligned base salary
- Employee Stock Option Program
- Statutory annual leave aligned with local requirements, with a global minimum of 4 weeks
- 3 paid health days annually
- Birthday off
- Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana
- Home office stipend
- Health & wellness package through Sun Life
- Modern tools and tech, including AI-enabled tools
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
