Enterprise Account Manager (B2B, SaaS)

Katalon; Bengaluru; Remote; INR 1,200,000 - 2,400,000; Full time

Benefits offered by this job

Performance bonuses

Sales commission

Health coverage

Flexible work options

Generous time off

Country-tailored benefits

Modern facilities

Equipment provided

Job summary

Katalon is seeking an Enterprise Account Manager to own a portfolio of strategic enterprise accounts across Southeast Asia and Oceania, driving new business, expansions, and renewals. You will align internal teams and partners to execute a shared account plan and land large, multi-stakeholder deals.

You will lead cross-functional teams, build executive relationships, and manage renewals to protect and grow recurring revenue, with a focus on strategic accounts across the region.

Qualifications

• 6+ years of B2B SaaS sales experience, including 3+ years managing strategic enterprise accounts with a consistent record of meeting or exceeding quota.
• Proven success landing new enterprise logos and growing existing accounts through renewal and expansion.
• Track record of closing large, complex enterprise deals with long sales cycles, multiple stakeholders, and procurement and legal negotiation.
• Ability to orchestrate cross-functional teams around an account plan, without direct authority.
• Executive presence and strong communication, with experience engaging C-level stakeholders.
• Disciplined pipeline management and forecasting in Salesforce.

Responsibilities

• Own revenue for a portfolio of strategic enterprise accounts, delivering an annual quota across new business, expansion and renewals.
• Build account strategies tied to each customer's software quality goals, and orchestrate a cross-functional account team (Solutions Engineering, Technical Account Management, partners) to execute them.
• Land new logos and expand into new business units, geographies and use cases within existing accounts.
• Lead complex, multi-stakeholder sales cycles: build value-based business cases and negotiate enterprise agreements with procurement and legal.
• Build trusted relationships with executive sponsors and run business reviews.
• Protect and grow recurring revenue through proactive renewal management, upsell and cross-sell.
• Maintain accurate pipeline and forecasts in Salesforce.

Job description

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers—those blending manual, automation, and AI skills—to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.

Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries, many of which are in the Fortune Global 500. Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years.

About the role

As a Enterprise Account Manager, you own a portfolio of strategic enterprise accounts in Southeast Asia and Oceania, with responsibility for new business, expansion and renewals. You are the single point of accountability for your accounts, aligning internal teams and partners around a shared account plan.

Key responsibilities

• Own revenue for a portfolio of strategic enterprise accounts, delivering an annual quota across new business, expansion and renewals.

• Build account strategies tied to each customer's software quality goals, and orchestrate a cross-functional account team (Solutions Engineering, Technical Account Management, partners) to execute them.

• Land new logos and expand into new business units, geographies and use cases within existing accounts.

• Lead complex, multi-stakeholder sales cycles: build value-based business cases and negotiate enterprise agreements with procurement and legal.

• Build trusted relationships with executive sponsors and run business reviews.

• Protect and grow recurring revenue through proactive renewal management, upsell and cross-sell.

• Maintain accurate pipeline and forecasts in Salesforce.

Job Requirements

• 6+ years of B2B SaaS sales experience, including 3+ years managing strategic enterprise accounts with a consistent record of meeting or exceeding quota.

• Proven success both landing new enterprise logos and growing existing accounts through renewal and expansion.

• Track record of closing large, complex enterprise deals with long sales cycles, multiple stakeholders, and procurement and legal negotiation.

• Ability to orchestrate cross-functional teams around an account plan, without direct authority.

• Executive presence and strong communication, with experience engaging C-level stakeholders.

• Disciplined pipeline management and forecasting in Salesforce.

Preferred Experience

• Experience selling DevOps, QA or developer platforms to enterprise engineering organizations.

• Experience co-selling with resellers, system integrators or channel partners in Southeast Asia or Oceania.

• An established network of enterprise relationships in the region, especially in banking, financial services or telco.

Job Benefit

At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don't just take our word for it. Take a better look below!

• Attractive Compensation Package: Either embrace periodic and compelling performance bonuses, OR an uncapped sales commission scheme, spiffs, and accelerators for Sales positions;

• Your Health & Happiness Matter: Take care of yourself with our comprehensive health coverage, flexible work options, and generous time off. We understand that life happens outside of work, too!

• Location-Tailored Benefits: Enjoy a complete benefits package designed specifically for your country, giving you the best coverage where you live.

• Everything You Need to Succeed: Work with top-of-the-line equipment and enjoy modern facilities, plus helpful allowances to support your work setup.

• A Place Where You Belong: Join our worldwide family where we celebrate what makes each of us unique. Here, everyone has a voice and equal opportunities to shine.

• Room to Grow & Thrive: Your success is our success! We foster a trust-based culture where you can develop your skills, take on new challenges, and be recognized for your achievements.

Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.