[Remote] Founding Account Executive

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.ResponsibilitiesOwn full-cycle enterprise sales from pipeline creation through closeGenerate pipeline through scrappy outbound, network-driven opportunities, and high-conviction account engagementEngage primary users early to understand their architecture challenges, modernization goals, and organizational imperatives and constraintsPartner with the Solutions Architect to turn technical validation into decision-grade artifactsMulti-thread across engineering, platform, and executive stakeholdersConvert 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 plansPartner with the CEO to secure executive alignment and drive deals to closeHelp define and refine the sales-assisted playbook for a new categoryFeed high-fidelity market insight back into product, positioning, and activationSkills6–10 years of enterprise SaaS sales experience selling complex platforms into technical buyersExperience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology offeringsDemonstrated success generating pipeline and closing net-new enterprise business in emerging or category-creation marketsExperience navigating multi-stakeholder enterprise buying processes with technical champions and executive sponsorsExperience operating in early-stage or founder-led environments where GTM systems were still being definedExposure 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 problemsTechnically credible — you can engage confidently with architects, principal engineers, and engineering leadershipArtifact-driven — you translate technical validation into clear, decision-grade deliverables that move deals forwardPLS-native — you know how to convert product usage and intent signals into structured enterprise salesChampion builder — you identify and enable internal advocates who drive adoptionHigh-trust operator — you will represent Catio and our culture in the market and help scale our standards through how you sell and operateBuilder mindset — you want to shape the early commercial system of a category-defining companyHigh grit — you thrive in 0→1 environments and continue producing through ambiguityCompany OverviewCatio 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.