Note: The job is a remote job and is open to candidates in USA. Catio is redefining how software is decided and governed in an AI-first environment. The Founding Account Executive will build the commercial engine, own complex enterprise sales cycles, and establish early lighthouse customers to create a new category in software and infrastructure.
Responsibilities
- Own full-cycle enterprise sales — from pipeline creation through close across enterprise and technical mid-market accounts
- Generate pipeline through targeted outbound, network-driven opportunities, and account-based engagement with high-value technical organizations
- Run diagnostic discovery with P2–P4 users to understand architecture challenges, modernization goals, and organizational constraints
- Work with the Solutions Architect to translate technical validation into decision-grade artifacts that support executive decision-making
- Multi-thread complex opportunities across engineering teams, platform organizations, and executive sponsors
- Convert product proof and architecture insights into clear business narratives tied to ROI, modernization velocity, and risk reduction
- Structure and advance proof-of-value engagements with clear success criteria, milestones, and mutual action plans
- Guide internal champions as they build alignment within their organizations
- Feed high-fidelity insights from the field back into Catio’s product, positioning, and activation workflows
- Help define the early sales-assisted playbook that converts product-led engagement into enterprise adoption
Skills
- 6–10 years of enterprise SaaS sales experience selling complex platforms into technical buyers
- Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technologies
- Demonstrated success generating pipeline and closing net-new enterprise business in emerging or category-creation markets
- Experience navigating multi-stakeholder enterprise buying processes with technical champions and executive sponsors
- Experience operating in early-stage or founder-led environments where GTM systems were still being defined
- Exposure to modern cloud-native ecosystems (hyperscalers, data platforms, developer infrastructure, AI platforms)
- Diagnostic and consultative — you frame the situation before pitching, helping customers articulate their architectural challenges and modernization priorities
- Technically credible — you can engage confidently with architects, principal engineers, and engineering leadership
- Artifact-driven — you help transform technical validation into decision-grade deliverables that move deals forward
- Champion builder — you identify and support technical advocates who can drive internal adoption
- PLS-native — you understand how to convert product-led engagement and intent signals into structured enterprise sales processes
- High-trust operator — you bring integrity, clarity, and strong written communication to every interaction
- Builder mindset — you enjoy shaping the early commercial system of a category-defining company
- Resilient in 0→1 environments — you thrive in ambiguity and continue producing through early-stage challenges
Company Overview