Job description
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.
With a strong global footprint, Katalon partners with Global Systems Integrators (GSIs), Regional Systems Integrators (RSIs), Managed Service Providers (MSPs), Distributors, and Resellers to help enterprises optimize their test automation processes.
We are expanding our partner ecosystem and looking for a Director, Global Partner Success and Strategic Accounts to drive strategic engagement with our partners inside Katalon’s strategic customer accounts. This is a strategic role with a strong focus on driving adoption, expansion revenue growth, co-selling, and partner success.
Strategic Account & Partner Engagement
- Serve as the strategic lead for partner collaboration inside Katalon’s largest customer accounts.
- Establish and drive joint partner-customer account strategies that support both adoption and expansion across business units, regions, and functional teams.
- Orchestrate alignment between Katalon’s account executives, customer success, solutions engineering, and partner teams to ensure partners are tightly integrated into account growth strategies.
Enterprise-Wide Expansion & GRR Growth
- Design and execute partner-influenced expansion plans to grow Katalon usage across the enterprise.
- Identify whitespace and net-new use cases where partners can drive incremental value and services.
- Ensure joint efforts between partners and Katalon teams contribute to increased product consumption, license expansion, and improved Gross Revenue Retention (GRR).
Partner Collaboration & Governance
- Lead joint account planning sessions with strategic partners and internal teams.
- Establish structured governance models, including QBRs, pipeline reviews, and performance scorecards across partner-customer engagements.
- Foster trust and transparency between Katalon and partner teams by sharing account intelligence, joint objectives, and co-sell plans.
Operational Excellence
- Track, measure, and report on the impact of partner involvement in adoption, expansion, and renewal motions across strategic accounts.
- Use Salesforce, PRM, and partner analytics tools to drive visibility into joint engagement and success metrics.
- Collaborate with internal partner operations, enablement, and program teams to scale successful practices globally.
Job Requirements
- 10+ years of experience in enterprise software account management, partner success, or strategic alliances.
- Proven track record of driving joint go-to-market motions with GSIs, RSIs, and technology partners inside large customer accounts.
- Deep understanding of customer expansion strategies and how partner ecosystems can influence cross-sell, upsell, and GRR growth.
- Excellent cross-functional leadership skills and executive communication abilities.
- Comfortable operating in a global, matrixed environment with diverse teams and stakeholders.
- Proficient in using CRM and partner management tools to manage pipeline, forecast impact, and track KPIs.
Preferred Qualifications
- Familiarity with enterprise DevOps, QA testing, or automation software.
- Experience working in high-growth SaaS organizations with complex sales cycles.
- Background in managing joint success programs and co-sell frameworks.
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!
- Attractive compensation package: Either embrace periodic and compelling performance bonus OR uncapped sales commission scheme, spiffs, and accelerators for Sales positions;
- Flexible remote work that empowers you to work from your preferred location;
- Self-Managed Paid Time Off (PTO) - We place complete trust in the professionalism and responsibility of our team members. When you are unwell, please take the necessary time for a full recovery. If you need a break to rejuvenate and recharge, cherish your well-deserved time off;
- 100% company-paid Medical, Dental, & Vision insurance: For you and your dependents;
- 401(k) retirement plan with company match;
- A meticulously structured onboarding process, along with comprehensive materials and programs, is designed to expedite the swift acquisition of domain and product knowledge.
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.
