Katalon

8-12 years of enterprise SaaS sales experience in DevOps, Cloud, or Infrastructure SaaS, with a proven record of hunting & closing $100K+ deals. Experience in APAC markets (SEA, ANZ, Japan, South Korea, etc.)

Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform . Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station. We re seeking a world-class Revenue Enablement Program Manager to join our Go-to-Market (GTM) Enablement team. This role is critical to scaling high-impact enablement programs that empower our revenue teams to engage buyers effectively, improve productivity, and accelerate revenue growth. As the Program Manager, youll partner closely with GTM leadership and cross-functional teams to execute strategic initiatives across onboarding, continuous learning, and sales content development. Your work will ensure every revenue team member from SDRs to AEs to CSMs is equipped to deliver consistent, compelling buyer experiences. Key Responsibilities Program Strategy & Execution Partner with GTM Enablement leadership to shape and drive strategic programs that enable revenue teams across the customer lifecycle. Own the execution of enablement initiatives end-to-end, including program design, content curation, training delivery (live and asynchronous), and optimization. Revenue Onboarding Design and manage a high-impact Revenue Onboarding program that accelerates new hire time-to-productivity. Ensure onboarding is scalable, measurable, and aligned to core competencies for all revenue functions. Continuous Learning Lead our GTM Continuous Learning webcast series driving end-to-end planning, stakeholder coordination, content development, delivery, and reporting. Identify and close knowledge gaps with targeted, just-in-time training and reinforcement programs. Content Creation & Enablement Assets Create, maintain, and evolve high-quality enablement content playbooks, battle cards, one-pagers, etc. in collaboration with SMEs across Sales, Marketing, and Product. Ensure content is discoverable, consistent, and tailored to the needs of different GTM personas. Metrics & Optimization Define and track KPIs to evaluate program effectiveness and return on investment (ROI). Use data and feedback to continuously improve programs, processes, and learner experiences. Cross-Functional Collaboration Partner with Marketing, Product Marketing, Revenue Operations, and other teams to align tools, messaging, and enablement with go-to-market strategy. Bring systems thinking and operational excellence to everything you do anticipating needs, solving for scale, and building for impact. 4-7 years of experience in Sales Enablement, Revenue Enablement, Learning & Development, or GTM Program Management roles in a SaaS or B2B environment. Proven success in owning onboarding and continuous learning programs at scale.

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers—those blending manual, automation, and AI skills—to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries , many of which are in the Fortune Global 500 . Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years. Hunting: Identify, prospect, and convert high-value enterprise accounts, particularly in tech-forward industries Partnerships: Work closely with channel and technology partners to co-sell, influence deals, and accelerate market penetration Strategic Selling: Navigate complex sales cycles with multiple stakeholders and decision-makers (both technical and business) Thought Leadership: Engage in consultative conversations, deliver compelling demos, and educate prospects on the value of test automation and Katalon's platform Territory Management: Build and execute a region-specific sales strategy for Indonesia and Singapore, including localized outbound plays and vertical targeting Quota Achievement: Consistently meet or exceed quarterly and annual revenue targets Collaboration: Partner with internal teams including SDRs, marketing, customer success, product, and engineering to ensure a smooth customer journey Localization Savvy: Communicate effectively with prospects whose first language may not be English; adapt messaging to resonate in local business contexts Requirements 4+ years of enterprise SaaS sales experience, preferably in DevOps, QA, automation, or cloud infrastructure Open to work in US Business hours. Proven track record of hitting/exceeding quotas in a hybrid hunter/farmer capacity Strong experience with outbound sales, self-prospecting, and ABM strategies Familiarity with partner-led selling (resellers, VARs, tech alliances) Highly autonomous and proactive; thrives in a startup-like, high-growth environment Strong business acumen and consultative sales skills. Ability to deliver engaging product presentations and articulate value propositions clearly CRM proficiency (e.g., Salesforce) and sales tech stack literacy. Nice to Have Experience selling QA, DevOps, or test automation platforms Previous work experience in the North America region Experience collaborating with remote or distributed global teams. Benefits At Katalon , we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don't just take our word for it. Take a better look below! Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses. Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers those blending manual, automation, and AI skills to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries , many of which are in the Fortune Global 500 . Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years. Hunting : Identify, prospect, and convert high-value enterprise accounts, particularly in tech-forward industries. Partnerships : Work closely with channel and technology partners to co-sell, influence deals, and accelerate market penetration. Strategic Selling : Navigate complex sales cycles with multiple stakeholders and decision-makers (both technical and business). Thought Leadership : Engage in consultative conversations, deliver compelling demos, and educate prospects on the value of test automation and Katalon s platform. Territory Management : Build and execute a region-specific sales strategy for Indonesia and Singapore, including localized outbound plays and vertical targeting. Quota Achievement : Consistently meet or exceed quarterly and annual revenue targets. Collaboration : Partner with internal teams including SDRs, marketing, customer success, product, and engineering to ensure a smooth customer journey. Localization Savvy : Communicate effectively with prospects whose first language may not be English; adapt messaging to resonate in local business contexts. 4+ years of enterprise SaaS sales experience , preferably in DevOps, QA, automation, or cloud infrastructure. Open to work in US Business hours. Proven track record of hitting/exceeding quotas

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers those blending manual, automation, and AI skills to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries , many of which are in the Fortune Global 500 . Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years. About the Role We are seeking a Senior Deal Desk Specialist to lead complex deal structuring, pricing governance, and cross-functional execution across our Quote-to-Cash (Q2C) lifecycle. This role sits at the intersection of Sales, Legal, Finance, and RevOps and plays a critical part in enabling high-quality, scalable deal execution. You ll be responsible for managing non-standard pricing workflows, ensuring contract and commercial compliance, coordinating quote approvals, validating ARR bookings, and streamlining our vendor onboarding and quote automation processes. If youre passionate about solving cross-functional deal challenges, improving efficiency through automation, and being a trusted advisor to Sales, this role is for you. Key Responsibilities Deal Structuring & Commercial Governance Lead non-standard pricing review and approval workflows across Sales, Finance, and Legal. Ensure pricing decisions comply with internal policies, margin thresholds, and revenue recognition standards. Act as a strategic advisor on deal constructs to optimize for both speed and profitability. Contract & Compliance Oversight Own the commercial compliance review of all contracts to ensure alignment with approved terms, discounts, and deal structures. Partner with Legal and Finance to ensure all executed agreements meet internal audit, SOX, and revenue requirements. Quote-to-Order Execution & Support Support end-to-end Q2C execution including quote creation, amendment handling, and order form accuracy in CPQ/CRM. Collaborate with Sales, RevOps, and Deal Desk stakeholders to resolve bottlenecks and enable timely order processing. ARR Booking Validation & Reporting Own ARR booking reconciliation between Salesforce and Power BI, ensuring accuracy of reported figures. Flag discrepancies and work cross-functionally to maintain booking data integrity and alignment with revenue policy. Vendor Onboarding & Documentation Serve as the point of contact for coordinating new vendor onboarding, ensuring all necessary documentation is complete and compliant. Maintain a clear repository of vendor engagement records and approvals for audit readiness. Process Automation & Optimization Drive initiatives around quote automation, approval routing, and workflow logic to reduce manual intervention and deal cycle time. Partner with Systems and RevOps teams to identify and implement scalable improvements to Q2C systems and tooling. Success Metrics Improved average deal cycle time for complex approvals Reduced manual booking discrepancies (Salesforce vs. Power BI) Higher sales satisfaction with Deal Desk responsiveness and guidance Qualifications Bachelor s degree in Business, Finance, or a related field 3 4 years of experience in Deal Desk, Sales Operations, or Revenue Operations within a SaaS or tech environment Stron

Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams around the globe, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as G2, Gartner, Capterra, and IT Central Station. Responsibilities: Collaborate with Product team to do beta testing and reproduce the issue Respond to customer inquiries and provide technical assistance via various communication channels Troubleshoot and resolve customer issues and document solutions Collaborate with cross-functional teams to address customer needs and improve product functionality Maintain knowledge of our products and stay up-to-date with new features and enhancements Contribute to the development of support resources, such as knowledge base articles and FAQs Requirements 1+ year(s) of hands-on experience with Automation Testing (mobile testing, web-based testing, API testing, or WinApp testing) Demonstrated self-starting and supportive team spirit Ability to effectively multitask and excel in a fast-paced environment Strong command of English for effective communication and presentation skills Ability to work independently and collaboratively in a team environment Attention to detail and ability to handle multiple tasks Technical aptitude and ability to learn new software and tools Benefits At Katalon , we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don't just take our word for it. Take a better look below! Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses Career path development: After 2-3 years, explore cross-functional opportunities to transition into roles such as QA, APM, or Customer Success, enhancing your career growth and skillset Well-being & Work-life Balance: Staying healthy through comprehensive health plans, flexible work arrangements, and generous paid leaves Statutory Compliance: Labor compliance with local regulations that ensure employee security Work Facilities & Accommodation: Top-notch equipment, supportive allowances, and A-class facilities Diversity, Equity, Engagement, & Inclusion: Becoming part of a global team that celebrates differences, equal opportunity, and meaningful employee recognition Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance Katalon is proud to be an equal-opportunity employer . We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers—those blending manual, automation, and AI skills—to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries , many of which are in the Fortune Global 500 . Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years. In this role as an Account Manager, you will: Own customer accounts : Manage a portfolio of mid-market or enterprise customers, developing account strategies to grow revenue and product adoption. Collaborate with CSMs : Partner closely with Customer Success Managers to understand customer goals, ensure product adoption, and identify upsell opportunities. Work with Sales Engineers : Coordinate with SEs to support product demonstrations, handle technical objections, and design effective solution packages. Engage with Partnerships team : Collaborate to identify co-selling opportunities, drive value from integrations, and expand partner influence within key accounts. Forecast and pipeline management : Maintain accurate pipeline data and provide reliable forecasts using CRM tools (e.g., Salesforce). Drive renewals and expansions : Work cross-functionally to ensure smooth renewal cycles and uncover opportunities for expansion and multi-product adoption. Customer-first mindset : Act as the trusted advisor and main point of contact for your accounts, ensuring a positive and proactive customer experience. Requirements Must-have 3-6 years of experience in a customer-facing role in a SaaS high-growth environment (Customer Success, Account Management or Strategic Consulting) in the North American market Willing to work in the US business hours Experience providing constant support on user experience with Commercial accounts Experience in onboarding customer organisations and maintaining those relationships throughout the customer life cycle Experience managing renewal conversations, growing the book of accounts, and delivering Customer Success at scale Ensure all account activities, customer interactions, deal stages, and next steps are accurately and consistently documented in the CRM (e.g., Salesforce) Regularly update opportunity statuses, contact roles, and notes to support cross-functional visibility and forecast accuracy Nice-to-have Experience with Selenium, Integrated Development Environment, Software Test Automation, CI/CD is highly desired Experience in software quality assurance and testing, particularly test automation, is a plus Knowledge of DevOps or a good understanding of development methodologies is a plus Benefits At Katalon , we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don't just take our word for it. Take a better look below! Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses. Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.

Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. The Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station. We are seeking a DemandOps Specialist who will play a critical role in driving pipeline health, managing sales engagement tools, and ensuring operational efficiency across our GTM funnel. This role combines pipeline analytics and reporting with hands-on operational responsibilities, such as lead routing management, data integrity, and cross-functional process optimization. You will partner with Marketing, Sales, and Revenue Operations teams to deliver actionable insights while maintaining the systems and processes that keep our pipeline flowing efficiently. Key Responsibilities: Pipeline Analytics & Insights (Primary Focus) - Track, analyze, and report on pipeline sufficiency across CQ, CQ+1, and CQ+2 to support forecasting and GTM strategy - Deliver actionable insights to GTM leadership on pipeline coverage, lead conversion rates, and sales velocity - Develop and maintain dashboards and reports (Salesforce, BI tools) to monitor key pipeline KPIs - Ensure accurate lead routing based on business rules, including MQL routing logic, partner attribution, and regional/account assignment - Partner with Marketing (e.g., Chatbot owner) and SFDC Admin to enhance and maintain routing rules, ensuring alignment with evolving business logic - Monitor and resolve issues related to lead/account duplication, data hygiene, and parent/child account hierarchy management - Support lead-to-account matching processes and optimize lead workflows across the GTM funnel Sales Engagement Tool Administration & Support (Secondary Focus) - Own the administration and day-to-day management of the Sales Engagement platform (e.g., Outreach), including user onboarding, permissions, and data sync - Track adoption and usage of cadences, partnering with GTM Enablement (who owns best practices) to support cadence deployment and reporting - Monitor data integrity between Salesforce, Sales Engagement tools, and Marketing platforms to ensure seamless lead flow and reporting accuracy - Identify and implement automation opportunities to improve seller efficiency and optimize pipeline generation processes Requirements: Qualifications - 5+ years of experience in Revenue Operations, Sales Operations, or Marketing Operations within a SaaS or B2B environment - Proven track record in pipeline analytics, forecasting, and lead management operations - Strong working knowledge of Salesforce (required) and Sales Engagement platforms (e.g., Outreach, Sales Navigator, ZoomInfo, etc.) - Experience with lead routing logic, data hygiene best practices, and resolving issues such as duplicates and account hierarchies - Collaborative mindset with experience working cross-functionally with Marketing, Sales, and SFDC Admin teams - Detail-oriented with a strong process and systems mindset; experience driving automation and efficiency improvements - Excellent communication skills, with the ability to translate data insights into actionable strategies Key Success Metrics - Pipeline Coverage & Sufficiency: CQ, CQ+1, CQ+2 coverage aligns with revenue targets and sales capacity - Lead Routing Accuracy: Consistent execution of routing rules with minimal errors; issues identified and resolved quickly - Sales Engagement Tool Adoption & Data Integrity: High adoption rates, accurate sync between Outreach and Salesforce, and cadence adherence support Benefits: At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. Total Remuneration includes satisfying financial goals through competitive compensation and periodic performance bonuses. Growth & Rewards involve thriving professionally through employee enablement, a culture of trust, and rewarding performance. Physical & Mental Health is supported through comprehensive health plans, and generous paid leaves. Diversity, Equity & Inclusion is celebrated by becoming part of a global team that values differences and equal opportunity.,

Founded in 2016, Katalon is the category leader in AI-augmented software testing, empowering hybrid testers those blending manual, automation, and AI skills to deliver exceptional digital experiences. Katalon enables software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently. Since its first launch, Katalon has experienced tremendous growth, serving more than 30,000 teams across 80+ countries , many of which are in the Fortune Global 500 . Katalon has been named a G2 Leader in software testing for 11 consecutive quarters and a Great Place to Work for three consecutive years. The Digital Adoption Specialist is responsible for delivering high-quality digital training sessions, onboarding support, and adoption strategies for Katalon s clients. This role involves working closely with our Customer Success and Professional Services teams to drive engagement, ensure customer proficiency with our platform, and ultimately contribute to customer retention and satisfaction. In addition to strong digital training capabilities, the ideal candidate will bring quality engineering expertise to support and validate best practices in test automation and software quality. Core Responsibilities Digital Training & Onboarding: Develop, deliver, and continuously improve digital training materials and workshops tailored to Katalon s platform. Conduct live training sessions, webinars, and interactive office hours to guide clients through best practices and effective usage. Create self-paced digital content, including video tutorials, user guides, and FAQs, to support diverse learning styles. Customer Engagement & Quality Assurance Support: Serve as the primary point of contact for clients enrolled in the Digital Adoption Program, providing proactive support and resolving adoption challenges. Leverage hands-on quality engineering experience to advise clients on test methodologies, automation frameworks, and API/back-end testing best practices. Gather feedback from training sessions and work collaboratively with product teams to relay customer insights and suggest enhancements. Program Management: Collaborate with the Engagement Manager and Quality Engineering Architects to align the digital adoption strategy with overall customer success initiatives. Assist in tracking metrics and KPIs to measure training effectiveness, quality of test automation, and product adoption, and report regularly on program performance. Assist in the planning and execution of virtual events and digital engagement campaigns. Cross-functional Collaboration: Work closely with marketing, product development, and technical support teams to ensure consistent messaging and high-quality customer experiences. Act as a subject matter expert on Katalon s capabilities, as well as broader quality engineering principles and test automation practices, to drive innovation in training and digital support services. Must-Have: Demonstrated understanding of Test methodologies and principles; 3+ years of prior hands-on experience in using automation frameworks using test automation tools such as Katalon, Selenium, Cypress, Playwright or Appium;