Senior Account Executive – Canada (West Coast) in Toronto

Katana is a remote-first, AI-first SaaS company that builds powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world. We've just stepped into an exciting new phase of expansion - moving beyond small merchants into a larger market of modern, multi-channel, multi-location businesses. With that growth comes bigger opportunities, more complex problems, and the chance to shape how we scale.

This role is the opposite of running someone else's playbook. Here you shape one that's still taking form - and your name is on the result. You will have real ownership and visibility with a direct line to Commercial Leadership. Your wins are seen and attributed, not absorbed into team output.

This is a new role - and a foundational one. You will be the first dedicated Account Executive for Advantage - our new enterprise go-to-market motion at Katana. You'll own our enterprise sales motion end-to-end, running complex, multi-stakeholder deals with mid-market businesses that are scaling beyond what basic tools can handle - from qualification through close.

What you'll do:

• 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.
• Scope and negotiate custom, SOW-based engagements.
• Manage longer sales cycles with disciplined follow-through between every touchpoint.
• Source and develop your own pipeline when needed.
• Consistently hit and exceed quota on a dedicated enterprise motion.

What success looks like:

• First 30 days: You're active in live deals from the pipeline waiting for you - running discovery, meeting buying committees, moving real opportunities forward.
• By 6 months: You've closed meaningful business from the existing pipeline, and your own self-sourced deals are now in play alongside it.
• By 12 months: You're consistently hitting and exceeding quota, and the way you sell has become part of how we sell.

What we're looking for:

• You close complex SaaS deals in the CA$15K–CA$50K+ ACV range.
• You carry a quota north of CA$500K and consistently hit it.
• You navigate a real buying committee and run structured discovery.
• You build and defend an ROI-driven business case in front of a C-suite.
• You position and win against entrenched ERP and enterprise operations platforms.
• You source your own pipeline.
• You're based in Canada, in or around the Greater Toronto Area (Eastern time zone).

Nice to have:

• You know the operations buyer well enough to speak their language.
• You've sold in a high-growth environment where the motion was still taking shape.

Mindset & Ways of Working:

• A closer, not a relationship manager.
• Builder first - ready to own something.
• Diagnostic under pressure.
• Pulled toward the opportunity.
• Adaptable - we change often and fast.

Compensation:

Base salary: CA$106,380–CA$130,020, depending on demonstrated skill and seniority. Variable equal to 100% of your annual base salary (OTE: CA$212,760–CA$260,040).

What we offer:

• A competitive, market-aligned base salary.
• Employee Stock Option Program.
• Time off that's genuinely encouraged.
• Fully paid 1-month sabbatical + 1,000 EUR travel budget after every four years at Katana.
• Home office stipend.
• Health & wellness package through Sun Life.
• Modern tools and tech, including AI-enabled tools.