Senior Sales Engineer
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 mid-market businesses. The team consists of over 100 individuals across more than 10 countries. This role offers significant ownership and the opportunity to shape technical selling strategies at Katana, particularly for the new Advantage go-to-market motion. It emphasizes speed in implementing new approaches and provides high visibility to commercial leadership and product teams. The role is ideal for someone ready to own a critical function in a fast-paced, evolving company, rather than maintaining an established process.
Requirements
- Experience as a Sales Engineer, Solutions Consultant, or Solutions Architect in B2B SaaS.
- Experience selling to Operations, Supply Chain, Commerce, Finance, and IT departments.
- Track record of technical wins on $15k–$50k deals in a medium-touch, high-velocity motion.
- Experience running multiple deals in parallel.
- Experience owning discovery, proofs-of-concept, technical success criteria, and multi-stakeholder objections.
- Experience with the handoff to Customer Success and sharing sales numbers.
- Experience running, supporting, or selling into inventory, WMS, ERP, e-commerce, or order management systems.
- Ability to discuss technical concepts like serialization or reorder points with Heads of Operations without needing translation.
- Proficiency in using AI as day-to-day leverage for proof-of-concept scaffolding, demo environments, discovery synthesis, and technical proposal drafting.
- Ability to read API and integration documentation, spin up test environments, and pressure-test scenarios without hand-holding.
- Ability to be the sharpest technical person in the room without needing to be the loudest voice.
- A builder's instinct: noticing gaps and closing them, and pushing for organizational change when tools allow for faster processes.
Nice To Haves
- Experience with an established playbook and tight guardrails from day one (this role is not a fit for that).
Responsibilities
- Own the technical side of complex, multi-stakeholder deals with mid-market customers, from discovery through solution design to close.
- Partner tightly with an Account Executive on each deal.
- Run technical discovery independently.
- Design solutions against the customer's real workflows.
- Translate technical solutions into terms understandable by the buying committee.
- Co-own Advantage deals across the sales cycle from qualified opportunity through close, sharing the sales number.
- Develop and manage proofs-of-concept and pilots that reflect real customer workflows, increasingly built with AI-assisted tooling.
- Define scope, success criteria, and handoff for proofs-of-concept to Customer Success.
- Articulate the integration story with systems like Shopify, QuickBooks, Xero, EDI, WMS, and Katana's API.
- Contribute to deal strategy on multi-stakeholder opportunities.
- Provide a feedback loop to Product and Engineering on deal blockers, proof-of-concept findings, and limitations.
- Shape and build missing components of the Sales Engineering playbook, including the integration of AI tooling.
- Act as a requested technical partner on top-tier Advantage deals.
- Ensure proof-of-concept-to-closed-won rate is measurably improved.
- Contribute input to roadmap conversations with Product Managers.
Benefits
- Competitive, market-aligned base salary plus variable compensation.
- Employee Stock Option Program.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
