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Senior Account Executive
Location
Canada
Posted
27 days ago
Salary
CA$106.4K - CA$130.0K / year
Seniority
Senior
Job Description
Senior Account Executive
Katana Cloud Inventory
• 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.
Job Requirements
- 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.
Benefits
- 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
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