Senior Sales Specialist

Senior Sales Specialist SENIOR SALES SPECIALIST Remote | Full-time | North America | West Coast, Canada WHO WE ARE Katana is a remote-first SaaS company building powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world. We take a thoughtful, AI-first approach to how we work — not because it’s trendy, but because it creates leverage. We use AI to eliminate repetitive work so our team can focus on creativity, experimentation, and meaningful impact every single day. We’ve just stepped into an exciting new phase of expansion — moving beyond small manufacturers and into a larger market of modern, multi-channel, and multi-location businesses. With that growth comes bigger opportunities, more complex challenges, and the chance to help shape how we scale. Our 100+ person team across 15+ countries is building what’s next — together. And that’s where you come in. Learn more about our culture, ways of working, what success looks like at Katana, and our hiring process on our careers page: https://katanamrp.com/careers/. WHY THIS ROLE MATTERS At Katana, we hire for impact — not just role fit. As a Senior Sales Specialist, you’ll play a key role in driving revenue growth by converting free users and inbound signups into long-term customers. We’re expanding into a more sophisticated market of multi-location, multi-channel businesses. As customer complexity increases, our sales execution must evolve with it — becoming sharper, more consultative, and more consistent. This role exists to strengthen how we sell and elevate the quality of ownership across the team. This is an opportunity to take full accountability for your pipeline and contribute meaningfully to how we scale. YOUR ROLE AT ITS CORE As a Senior Sales Specialist, you will: - Own revenue outcomes by managing opportunities from discovery through close - Translate quota targets into clear priorities and structured deal execution - Partner cross-functionally with Onboarding, Partnerships, Marketing, Product, and Customer Success to ensure a seamless buyer journey - Continuously improve discovery, demos, and follow-through using data and sound judgment - Apply AI and automation thoughtfully to increase quality, efficiency, and consistency THE IMPACT YOU’LL DRIVE In this role, your impact will show up through outcomes such as: - Driving Revenue & Strategic Growth - Achieving ramp targets: 85% of quota by end of Q2, 90% by Q3, 100% by Q4 - Contributing to core growth levers: new logos, freemium conversion, and partner motion - Increasing win rates through strong discovery, positioning, and objection handling - Elevating Sales Execution - Consistently running high-quality discovery and demo conversations - Sharing insights from calls and deals that strengthen messaging and partner handoffs - Testing small improvements (email sequence, objection handling, follow-up structure) that increase conversion or efficiency - Operating with an Owner & AI-First Mindset - Using AI daily to improve prep, ROI framing, and follow-ups - Building repeatable workflows that increase personal effectiveness - Sharing learnings that raise the bar across the team Success is measured by results, learning, and progress — not activity alone. YOUR FIRST OPPORTUNITIES FOR IMPACT In your first 3–6 months, you can expect to: - Strengthen discovery and demo consistency to better connect Katana’s value to customer workflows - Identify and drive one meaningful improvement in the sales motion - Collaborate closely with cross-functional partners to improve alignment and handoffs - Experiment with AI-enabled tools to increase focus and efficiency We aim to be transparent about where you can make a difference — and where your ideas are expected. WHAT WE OFFER We aim to create an environment where people can do their best work — and feel supported while doing it. - Market-aligned compensation, tied to your role scope a ... (truncated, view full listing at source)