Senior Sales Engineer

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of the technical aspects of intricate, multi-stakeholder Advantage deals from the initial discovery phase through to solution design and closing.

• Collaborate with Account Executives as a true co-owner of the deal and share the sales figures.

• Conduct technical discovery sessions with mid-market clients.

• Craft solutions tailored to customers' actual workflows and articulate them for buying committees.

• Create and present demos as part of a comprehensive technical and strategic sales approach.

• Define and implement proofs-of-concept and pilot programs utilizing actual customer workflows and AI-assisted tools.

• Establish proof-of-concept parameters, success metrics, and facilitate the transition to Customer Success.

• Shape the integration narrative across Shopify, QuickBooks, Xero, EDI, WMS, and Katana’s API.

• Co-manage the deal strategy for opportunities involving multiple stakeholders.

• Offer insights to Product and Engineering regarding deal obstacles and findings from proofs-of-concept.

• Develop and expand the Sales Engineering playbook, inclusive of AI-assisted workflows.

• Maintain accountability for sales commitments and be available to assist with post-sale requirements.

• Lead Solution Design sessions with Core Plan customers and their representatives.

• Construct custom solution specifications to facilitate the closing of Advantage deals.

• Foster relationships with Product, Support, and Build teams.

⛳️ Requirements

• Significant prior experience in roles such as Sales Engineer, Solutions Consultant, or Solutions Architect.

• Background in B2B SaaS environments.

• Proven experience selling to stakeholders in Operations, Supply Chain, Commerce, Finance, or IT.

• Documented success in securing technical wins on deals ranging from $15–50k within a medium-touch, high-velocity sales framework.

• Experience managing multiple deals simultaneously.

• Proficient in owning discovery, executing proofs-of-concept, defining technical success criteria, addressing multi-stakeholder objections, and facilitating Customer Success transitions.

• Familiarity with inventory management, WMS, ERP systems, e-commerce, or order management.

• Ability to engage in discussions about serialisation and reorder points with Heads of Operations.

• Daily practical experience using AI for scaffolding proofs-of-concept, creating demo environments, synthesizing discovery findings, and drafting technical proposals.

• Strong understanding of APIs, integrations, and data models.

• Capable of reading technical documentation, creating test environments, and independently assessing scenarios.

• Competence to act as the senior technical contributor in customer and deal interactions.

🏝️ Benefits

• Competitive base salary aligned with market standards, plus variable compensation.

• Employee Stock Option Program.

• Annual leave in accordance with local regulations, with a global minimum of 4 weeks.

• Three paid health days each year.

• Day off for your birthday.

• Fully compensated 1-month sabbatical after every four years of service at Katana.

• €1,000 travel budget after every four years at Katana.

• Home office stipend.

• Health & wellness package provided through Sun Life.

• Access to modern tools and technology, including AI-enabled resources.

• Variable pay equaling 20% of annual salary at 100% quota achievement, disbursed quarterly.