Senior Account Executive - Katana

About Katana

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 the opposite of a rigid, pre-packaged enterprise playbook:

• Real ownership: Shape a motion that's still taking form, and put your name on the result.
• Speed: Test an angle Monday and see it in the pipeline by Friday without 6-month approval cycles.
• Visibility: Direct line to Commercial Leadership where your wins are seen and attributed.
• A credential that travels: Establish Katana's Advantage sales motion as the company moves upmarket in the early AI era.

About the Role

This is a new, foundational role. You will be the first dedicated Account Executive for Advantage — our new go-to-market motion at Katana. You'll own our Advantage sales motion end-to-end, running complex, multi-stakeholder deals with mid-market businesses scaling beyond basic tools.

What You'll Do

• Run complex deals: Own a pipeline of mid-market deals targeting CAD$15K–CAD$50K ACV, navigate buying committees across Operations, IT, Finance, and C-suite, scope and negotiate custom SOW-based engagements, and manage longer sales cycles.
• Source your own pipeline: Hunt for opportunities, spot trigger events, engineer referrals, and build outbound angles.
• Hit quota: Consistently hit and exceed quota.

What Success Looks Like

• First 30 days: Ramp fast on the product, ICP, and motion. Actively run discovery, meet buying committees, and move real opportunities forward from day one.
• By 6 months: Close meaningful business from existing pipelines alongside self-sourced deals, shaping a repeatable process.
• By 12 months: Consistently exceed quota, turn self-sourced pipeline into a reliable engine, and set the bar for the sales team.

What We're Looking For

What You Can Do

• Experience closing complex SaaS deals in the CAD$15K–CAD$50K+ ACV range.
• Consistent track record carrying and hitting quotas north of CAD$500K.
• Ability to navigate real buying committees (Operations Manager, CFO, CEO) and drive to a signed order.
• Expertise in structured discovery frameworks (MEDDIC, SPICED) and building ROI-driven business cases.
• Proven skill positioning and winning against entrenched ERP and operations platforms.
• Ability to scope, price, and negotiate custom commercial engagements from ambiguous requirements.

Mindset & Ways of Working

• Closer mindset with a builder-first mentality.
• Diagnostic problem-solving skills under pressure.
• High adaptability to fast-paced organizational changes.

Compensation & Benefits

• Base salary: CAD$106,380–CAD$130,020
• Variable: Equal to 100% of annual base salary (OTE: CAD$212,760–CAD$260,040)
• Employee Stock Option Program
• Global minimum of 4 weeks paid time off, 3 paid health days, and your birthday off
• Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years
• Home office stipend
• Health & wellness package through Sun Life
• Modern tools and AI-enabled tech stack