Run complex enterprise deals
Own a pipeline of mid-market enterprise deals targeting CA$15K–CA$50K ACV.
Run discovery that goes deep
quantifying pain, mapping stakeholders, and building business cases in the prospect's own numbers.
Navigate buying committees across Operations, IT, Finance, and the C-suite.
Position confidently against enterprise alternatives.
Scope and negotiate custom, SOW-based engagements.
Manage longer sales cycles with disciplined follow-through between every touchpoint.
Introduce expansion and ongoing engagement opportunities during the initial deal scope.
Source and develop your own pipeline when needed. This role requires a hunter mentality as much as a closer one
you don't wait for inbound, you go find it.
Consistently hit and exceed quota on a dedicated enterprise motion.

You close complex SaaS deals in the CA$15K–CA$50K+ ACV range, and you can walk through exactly how each one came together
the discovery, the stakeholders, the moment it nearly died and what you did about it.
You carry a quota north of CA$500K and consistently hit it
and you can explain the process behind the number, not just the number.
You navigate a real buying committee
an Operations Manager, a CFO, and a CEO in the same deal
reading what each one actually needs and getting to a signed order without losing the room.
You run structured discovery (MEDDIC, SPICED, or your own equivalent), separate the presenting symptom from the underlying pain, and quantify that pain in the prospect's own numbers
so urgency comes from the math, not from pressure.
You build and defend an ROI-driven business case in front of a C-suite and senior decision-makers.
You position and win against entrenched ERP and enterprise operations platforms
naming where they're slow, heavy, or overkill, and reframing the decision around fit and time-to-value.
You scope and price a custom engagement from a messy, ambiguous set of requirements
building a commercial structure that holds up deal-by-deal rather than read off a fixed price list, and negotiating terms that survive scrutiny.
You source your own pipeline
you spot a trigger event, engineer a referral, or build an outbound angle
and you can point to deals that started with you, not with an SDR or an inbound form.

A competitive, market-aligned base salary
Employee Stock Option Program
you share in what you build
Time off that's genuinely encouraged: statutory annual leave aligned with local requirements, with a global minimum of 4 weeks, 3 paid health days annually, and your birthday off
because it should actually feel like a day off
Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana
time to reset, explore, or focus on personal growth
Home office stipend to help you create a setup that works for you
Health & wellness package through Sun Life
Modern tools and tech, including AI-enabled tools that help you work smarter and stay focused on high-impact work

Senior Account Executive

Key skills