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.
About The Role
The role in one line
Build the automation and AI systems that run Katalon's self-serve and low-touch growth motion — not one-off workflows, but the connective infrastructure that makes acquisition, trial conversion, and account management work at scale.
Why this role exists
Katalon is an AI-first software testing platform. A large share of our growth comes from a self-serve and low-touch motion, where customers discover, trial, and adopt the product with little or no direct sales involvement. That motion only works if the systems behind it — PQL scoring, trial lifecycle, enrichment, routing, sales-assist — are designed deliberately and maintained honestly.
We are not hiring someone to operate a tool. Anyone can build an enrichment workflow or wire two apps together. We need someone who understands
why the motion is built the way it is: who we sell to, what makes a trial convert, where a lead should route, and when a signal has earned the right to be trusted — then builds the systems that act on it.
If you think automation is the strategy, this isn't the role. If you think automation is what lets a good strategy move faster, keep reading.
What You'll Own
- The automation and AI layer of the self-serve and low-touch funnel: signup → activation → PQL → routing → conversion → expansion → win-back.
- PQL detection and scoring — the rules that decide which trial users and accounts earn human attention, and where they route (dedicated sales, nurturing queue, or self-serve).
- Trial lifecycle systems — activation-moment triggers by persona, drop-off detection, and re-engagement sequences.
- Operational data flows and enrichment — the automated pipes that feed the growth systems (routing, scoring, triggers) with clean, current data. This is the plumbing that powers the motion.
- Early-warning and expansion signals — turning behavioral and conversation data into something that predicts renewal, churn, and expansion opportunities before it's too late to act, not after.
- AI-driven outbound agents — building and tuning agents that run outbound across the full lifecycle: reaching new prospects, reactivating churned accounts, and surfacing expansion plays to the right accounts at the right moment.
- Digital value and renewal agents — agents that check in with existing customers at scale, especially those up for renewal in the next six months, and deliver a tailored view of the value and impact they've gotten from the product to support renewal and expansion. Not blast outbound — the right information to the right customer, timed to the moment it matters.
What You'll Build With
Salesforce, HubSpot, Segment, Metabase / Databricks, and a working AI toolchain (LLM APIs, enrichment services, workflow orchestration). You don't need every one of these on day one — you need to be the kind of person who picks up a new tool in a day and knows what's worth building with it.
Job Requirements
- You've built growth or GTM systems, not just followed playbooks. You can point to a routing model, a scoring system, a lifecycle flow, or a data pipeline you designed and still own.
- You're technical enough to build (SQL, APIs, low-code orchestration, some scripting) and commercial enough to know what's worth building. You can read a funnel and tell New from Expansion from noise.
- You understand at least one of marketing, sales, or revenue operations deeply — and you're genuinely curious about the other two.
- You write things down. Systems nobody else can understand or maintain are liabilities, not assets.
- You lead with a verdict. You tell us what you'd do and why, then adjust when the data says otherwise.
Nice to have
- Product-led or self-serve SaaS experience.
- Familiarity selling to developer or technical-buyer audiences.
- Experience with PQL/PLG scoring frameworks or lead routing at scale.
What Success Looks Like In The First 60 Days
- You understand the current growth motion end to end and can name exactly where it leaks.
- You've taken ownership of at least one system — routing, scoring, or trial lifecycle — and made it measurably more reliable.
- The people who depend on your systems trust the numbers coming out of them.
Job Benefit
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!
- Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
- Well-being & Work-life Balance: Staying healthy through comprehensive health plans, flexible work arrangements, and generous paid leaves.
- Statutory Compliance: Labor compliance with local regulations that ensure employee security.
- Work Facilities & Accommodation: Top-notch equipment, supportive allowances, and A-class facilities.
- Diversity, Equity, Engagement, & Inclusion: Becoming part of a global team that celebrates differences, equal opportunity, and meaningful employee recognition.
- Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.
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.
