Senior Account Executive, Enterprise (AMER)

Katalon; United States; On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Remote-friendly

401(k) with company match

Medical, dental & vision coverage

Paid time off

Job summary

Katalon is seeking a Senior Account Executive to land enterprise logos across the Americas. You will own a named territory, drive complex, multi-stakeholder sales cycles for the True Platform, and work with SEs, BDRs, and partners to deliver measurable business value.

You will engage QA, engineering, DevOps, and IT leaders, build a compelling business case, and manage pricing, security reviews, and contracting through close.

Qualifications

• 8+ years of B2B SaaS solution sales
• Proven ability to close enterprise new business
• Self-sourcing a meaningful share of your pipeline
• Strong knowledge of MEDDPICC qualification
• Experience selling to engineering/QA/DevOps leaders
• Comfort selling technical products and AI tooling to buyers

Responsibilities

• Own new customer acquisition in an assigned Americas territory and land enterprise logos
• Build and sustain your pipeline through outbound, ABM plays, events, and partner leverage
• Follow up on inbound MQLs with speed and accuracy; maintain Salesforce forecast
• Lead complex multi-threaded cycles and map the buying committee
• Develop business cases showing value such as faster releases and tool consolidation
• Own pricing, negotiations, security reviews, and contracting through close

Skills

B2B SaaS sales

Enterprise new business

Pipeline generation

MEDDPICC

Salesforce

AI tools usage

Technical fluency

Tools

Salesforce

Job description

United States · Full-time · Posted this week

About the role

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.

We are looking for a Senior Account Executive to land new enterprise logos across the Americas. You will own a named territory and run complex, multi-stakeholder sales cycles for Katalon True Platform, our AI-augmented quality platform spanning test authoring, execution, test management, and production insight.

Your buyers are QA, engineering, DevOps, and IT leaders who are rethinking how software quality works now that AI is accelerating how fast code gets written. You will help them see why verification, traceability, and governance matter more than ever, and why Katalon is the platform to run it on. You will work hand in hand with Solutions Engineering, BDR, Marketing, and Customer Success, and report to the VP of Sales, AMER.

What you bring

Core Responsibilities:

Own new customer acquisition in an assigned Americas territory, landing enterprise logos and setting them up for long-term expansion.

Build and sustain your own pipeline through targeted outbound, account-based plays, events, and partner leverage, on top of BDR and marketing-sourced opportunities.

Follow up on inbound MQLs with speed and discipline, and keep Salesforce accurate so your forecast is one leadership can trust.

Run complex, multi-threaded sales cycles using MEDDPICC: map the buying committee, develop champions, validate the economic buyer, and control the decision and paper process.

Build business cases that quantify value in the customer's terms, such as faster release cycles, lower test maintenance, tool consolidation, and migration off legacy platforms.

Own pricing proposals, negotiation, security and procurement reviews, and contracting through close.

Forecast accurately and run a clean, inspectable pipeline every week.

AI-Era Value Selling

Position Katalon True Platform (Katalon Studio, Runtime Engine, TestCloud, TestOps, and TrueTest) as the system of record for software quality, with an emphasis on verification, traceability, and enterprise governance.

Translate Katalon's AI and agentic capabilities, including MCP server access, bring-your-own-LLM support, and requirements-to-execution workflows, into clear business outcomes for technical and executive audiences.

Lead competitive displacements and platform consolidation deals against legacy commercial suites and DIY open-source frameworks such as Selenium and Playwright.

Cross-Functional Partnership

Partner with Solutions Engineering on discovery, demos, and proofs of value, and with Customer Success on clean handoffs and expansion paths.

Bring field insight back to Product and Marketing, and help refine the AMER sales playbook as the market evolves.

Must-Have Qualification:

Experience

8+ years of B2B SaaS solution sales, with a strong track record of closing enterprise new business.

Consistent quota attainment on complex, six-figure deals involving multiple stakeholders and long evaluation cycles.

Proven ability to self-source a meaningful share of your pipeline through creative outbound.

Technical Fluency

Comfortable selling technical products to engineering, QA, and DevOps personas, with a working understanding of the SDLC, CI/CD, and software test automation.

Informed view of how AI and agentic tooling are changing software development and testing, and the ability to discuss it credibly with buyers.

Strong command of MEDDPICC (or a similar qualification framework), Salesforce, and a modern sales tech stack.

Mindset

Hunter mentality with full ownership of territory results.

Curious and coachable, and actively uses AI tools to work smarter in your own sales process.

Team seller who wins with SEs, BDRs, and partners, and works well independently.

Adaptable, professional, and comfortable with the pace of a high-growth company.

Preferred Experience

Background selling DevOps, developer tools, test automation, or QA platforms.

Hands-on familiarity with Selenium, Playwright, Appium, or CI/CD tools such as Jenkins, GitHub Actions, or Azure DevOps.

Experience selling into regulated industries such as financial services, healthcare, or insurance.

Experience running tool migration or platform consolidation deals.

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!

Total Remuneration: Competitive base salary plus uncapped commission, with spiffs and accelerators for overperformance.

Well-being & Work-life Balance: 100% company-paid medical, dental, and vision for you and your dependents, 401(k) with company match, flexible remote work, and self-managed PTO.

Statutory Compliance: Labor compliance with local regulations that ensure employee security.

Work Facilities & Accommodation: Top-notch equipment, supportive allowances, and A-class facilities.

Diversity, Equity, Engagement, & Inclusion: Becoming part of a global team that celebrates differences, equal opportunity, and meaningful employee recognition.

Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.

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.