Katalon LLC
Director, Global Partner Success & Strategic Accounts
Katalon LLC, Atlanta, Georgia, United States, 30383
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.
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.
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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.
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