Senior Sales Engineer

Katana

18h • 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. And that's where you come in.

This role is the opposite of a scripted, templated sales process. You will have real ownership, shaping how technical selling works at Katana and having your fingerprints on the deals that close. You can spot a gap and land a new approach by Friday, with direct visibility to Commercial Leadership and Product. You'll be part of a smart, curious, collaborative team eager to win together. This is a chance to shape how a motion works while it's still taking form, not inherit a finished one.

You'll be one of the first dedicated Sales Engineers for Advantage - Katana's new go-to-market motion. You'll own the technical side of complex, multi-stakeholder deals with mid-market customers scaling beyond basic tools. From discovery through solution design to close, you'll partner with an Account Executive, run technical discovery, design solutions against customer workflows, and translate them for the buying committee. This role requires someone who can run their own technical discovery, hold their own with a customer's Head of Ops or CFO, and design a solution for a real business, not just deliver a demo.

This role is not for those who need an established playbook and tight guardrails from day one, as the motion is actively evolving. It's not a demo-only seat; deeper technical and strategic work is the focus. While Customer Success and Solutions Engineering handle post-sale, you remain accountable for what you promised during the sale.

In practice, you'll be a genuine deal co-owner with Account Executives, shaping the Sales Engineering playbook, proof-of-concept standards, integration stories, and technical fit qualification. Your input will directly shape Product roadmap decisions. You'll be a key player in a small group of senior Sales Engineers at a pivotal growth stage. You'll utilize an AI-native toolkit for tasks like discovery synthesis, demo-environment builds, and technical drafting, turning days of work into hours. This enables speed, mass customization, and the ability to run multiple deals in parallel, offering prospects purpose-built solutions.

Requirements

• Experience as a Sales Engineer, Solutions Consultant, or Solutions Architect in B2B SaaS, selling to Operations, Supply Chain, Commerce, Finance, or IT leaders.
• Track record of technical wins on $15–50k deals in a medium-touch, high-velocity motion, running multiple deals in parallel.
• Experience owning discovery, proofs-of-concept, technical success criteria, multi-stakeholder objections, and the handoff to Customer Success.
• Understanding of inventory, WMS, ERP, e-commerce, or order management systems, enabling discussions on serialization or reorder points.
• Proficiency in using AI as day-to-day leverage for proof-of-concept scaffolding, demo environments, discovery synthesis, and technical proposal drafting.
• Ability to work with APIs, integrations, and data models to test scenarios without extensive hand-holding.
• Ability to be the sharpest technical person in the room without needing to be the loudest voice.
• A drive to build and innovate, identifying and closing gaps in processes.
• Experience pushing for faster adoption of tools and processes within a team.

Nice To Haves

• Being a Katana product expert.
• Understanding of Katana's ICP and their common technical and business problems.
• Developed strong working relationships with Product, Support, and Build teams.
• Experience running double-digit Solution Design sessions with Core Plan customers and reps.
• Experience conducting Advantage technical discoveries, solving gaps with AI, partners, and Katana FDEs.
• Experience building custom solution specifications.
• Being a requested technical partner on top-tier Advantage deals.
• Having a proof-of-concept-to-closed-won rate measurably better than the baseline.
• Contributing to Product roadmap conversations.
• Evolving the Sales Engineering playbook with AI-assisted workflows.

Responsibilities

• Technical co-ownership of Advantage deals across the sales cycle from qualified opportunity through close, alongside your Account Executive partner.
• Develop and manage proofs-of-concept and pilots that reflect real customer workflows, increasingly built with AI-assisted tooling.
• Define scope, success criteria, and the handoff to Customer Success for technical wins.
• Articulate the integration story with systems like Shopify, QuickBooks, Xero, EDI, WMS, and Katana's API, explaining how Katana fits into a manufacturer's stack.
• Contribute to deal strategy on multi-stakeholder opportunities, co-owning the outcome.
• Provide a feedback loop into Product and Engineering on deal blockers, proof-of-concept findings, and roadmap input.
• Shape and build the Sales Engineering playbook as it scales, integrating AI tooling from day one.

Benefits

• Competitive, market-aligned base salary plus variable compensation
• Employee Stock Option Program
• 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
• Your 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

What This Job Offers

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