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.