Senior Account Executive, Enterprise (AMER)

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

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.

Job Requirements

Core Responsibilities:

New Logo Acquisition & Pipeline Generation

• 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.

Enterprise Deal Execution

• 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.

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!

• 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.