Note: The job is a remote job and is open to candidates in USA. Catio is reinventing how software is decided and governed, focusing on building a control plane for modern software systems. The Founding Account Executive will lead complex enterprise sales cycles, engaging technical stakeholders to establish Catio in the market and shape the company's commercial strategy.
Responsibilities
- Own full-cycle enterprise sales from pipeline creation through close
- Generate pipeline through scrappy outbound, network-driven opportunities, and high-conviction account engagement
- Engage primary users early to understand their architecture challenges, modernization goals, and organizational imperatives and constraints
- Partner with the Solutions Architect to turn technical validation into decision-grade artifacts
- Multi-thread across engineering, platform, and executive stakeholders
- Convert technical proof into clear business narratives (BVAs, ROI, velocity, risk reduction)
- Structure and drive proof-of-value engagements with clear success criteria and mutual action plans
- Partner with the CEO to secure executive alignment and drive deals to close
- Help define and refine the sales-assisted playbook for a new category
- Feed high-fidelity market insight back into product, positioning, and activation
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 technology offerings
- 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)
- Proven ability to sell into skeptical, highly technical users (not just economic buyers)
- Diagnostic and consultative — you frame the situation before pitching and bring structure to ambiguous problems
- Technically credible — you can engage confidently with architects, principal engineers, and engineering leadership
- Artifact-driven — you translate technical validation into clear, decision-grade deliverables that move deals forward
- PLS-native — you know how to convert product usage and intent signals into structured enterprise sales
- Champion builder — you identify and enable internal advocates who drive adoption
- High-trust operator — you will represent Catio and our culture in the market and help scale our standards through how you sell and operate
- Builder mindset — you want to shape the early commercial system of a category-defining company
- High grit — you thrive in 0→1 environments and continue producing through ambiguity
Company Overview
Catio for Tech Architecture - AI-powered platform enabling companies to excel with evaluating, planning and evolving their tech stacks. It was founded in 2022, and is headquartered in Palo Alto, California, USA, with a workforce of 11-50 employees. Its website is http://www.catio.tech.