About Katana
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. Our 100+ person team across 10+ countries is building what's next - together.
And that's where you come in.
Why this role, why now
If you're good at what you do, you've probably already hit the ceiling. The demos are scripted. The discovery template is locked. The interesting technical calls go to the two Sales Engineers who've been there longest, and your job is to walk prospects through someone else's slides, in someone else's process, with your name nowhere near the deal.
This role is the opposite of that.
The team. Still small enough that everyone has a voice and voices actually get heard. Smart, curious, collaborative, down-to-earth humans - eager to win with the team and with the customers, more than in personal scoreboards. It's the part that's hardest to advertise and easiest to feel in the first week.
This isn't a role for someone who wants a bigger version of the job they already have. It's for someone ready to own something that matters - at a company moving fast enough that your work shows up in the results within months, not years. If you want to shape how a motion works while it's still taking form, not inherit a finished one, this is the rare seat where you actually can.
About the role
You'll be one of the first dedicated Sales Engineers for Advantage - our new go-to-market motion at Katana. You'll own the technical side of complex, multi-stakeholder deals with mid-market customers that are scaling beyond what basic tools can handle - from discovery through solution design to close. You'll partner tightly with an Account Executive on each deal, run the technical discovery yourself, design the solution against the customer's real workflows, and translate that back into something the buying committee can actually get behind.
To be clear about scope: this isn't a demo-jockey seat. This role needs someone who can run their own technical discovery, hold their own with a customer's Head of Ops or CFO, and design a solution that a real business will run on - not someone waiting for the Account Executive to hand them a slide deck and a time slot. We want the Sales Engineer who unlocked the deal, not the one who showed up at stage three.
What this role isn't
Not a role where you're done the moment the contract is signed. Customer Success and Solutions Engineering take the lead post-sale, but you stay accountable for what you promised during the sale, and available when they need you.
What that means in practice:
Your fingerprints will be on the Sales Engineering playbook, the proof-of-concept standard, the integration story, the way we qualify technical fit at speed.
You'll run this seat with an AI-native toolkit as the default way of working, not a novelty bolted on top. Discovery synthesis, demo-environment builds, technical drafting, proof-of-concept scaffolding - work that used to take days now takes hours. That's not a productivity footnote - it's the actual mechanism behind speed and mass customisation, the two things a medium-touch motion lives or dies on. The difference between running two deals a quarter and running five in parallel. The difference between handing a prospect a generic demo and handing them something that looks purpose-built for their stack - because with AI doing the scaffolding, it basically was.
What you'll own
Proofs-of-concept and pilots that reflect real customer workflows, increasingly built with AI-assisted tooling, so you can stand up a scenario using a prospect's actual data and processes in hours, not days. You define scope, success criteria, and the handoff to Customer Success. A technical win is a measurable thing, not a vibe.
The integration story: Shopify, QuickBooks and Xero, EDI, WMS, our API. How Katana fits into a real manufacturer's stack, and where it doesn't (yet).
The Sales Engineering playbook as it scales, including how AI tooling gets built into how we work from day one, not tacked on later. Some of this exists, a lot of it doesn't yet. You'll shape and build the pieces that are missing.
What we're looking for
You've done this many times before as a Sales Engineer, Solutions Consultant, or Solutions Architect - in B2B SaaS, selling to the people who actually run the business: Operations, Supply Chain, Commerce, Finance, IT.
A track record of technical wins on $15–50k deals in a medium-touch, high-velocity motion: running multiple in parallel, not two enterprise deals a quarter. You've owned discovery, proofs-of-concept, technical success criteria, multi-stakeholder objections, the handoff to Customer Success. You share the number.
You think like the buyer. You've run, supported, or sold into inventory, WMS, ERP, e-commerce, or order management - enough to talk serialisation or reorder points with a Head of Operations without translating.
You use AI as day-to-day leverage, not a demo trick. Proof-of-concept scaffolding, demo environments against a prospect's actual stack, discovery synthesis, technical proposal drafting. Work that used to take days now takes hours because you've built the muscle. Fluent enough with APIs, integrations, and data models to read the docs, spin up a test environment, and pressure-test a scenario without hand-holding.
Wired to build, not just execute. You notice the gap and close it. If you're the person on your current team already pushing this, frustrated that the org around you moves slower than the tools allow, this is the seat built for that instinct.
What good looks like at 90 days
You’re a Katana product expert. You know our ICP, the common technical and business problems they face, and you help them solve them. You’ve developed strong working relationships with our Product, Support, and Build teams.
You’ve conducted multiple Advantage technical discoveries, solved for the gaps with AI, partners, and Katana FDEs, built multiple custom solution specifications, and helped close your first Advantage deals.
What good looks like at 3-6 months
The Sales Engineering playbook has evolved because you built the pieces that were missing, including how AI-assisted workflows let you, and the Sales Engineers who follow, move faster than the old playbook allowed.
What we offer
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
Automated Screening & AI Disclosure: We use automated tools including AI to help review applications and filter candidates. Final decisions are always made by people. If you're in a place that requires it, we'll ask your consent. Ask us anytime about what this means.
