Manager-Business Development

Karbon Business; Bengaluru; Remote; INR 1,200,000 - 1,800,000; Full time

Benefits offered by this job

Upskilling Policy: Access to courses and continuous learning

Team Outings: Celebrate wins and build camaraderie

Flexible Work-from-Home: Up to 12 WFH days every 6 months

Menstrual WFH: Up to 3 WFH days per month for women

Mobility Benefits: Relocation support and travel allowances

Parental Support: Maternity, paternity, and adoption leave

Job summary

A leading fintech firm in Bengaluru is seeking a Manager – Business Development to drive growth for their innovative AIA team. The successful candidate will lead B2B SaaS sales efforts directed at US CPA firms, fostering a consultative sales approach. This role includes responsibilities such as pipeline management, team leadership, and ensuring CRM best practices are followed, thus serving as a pivotal position in the company's growth strategy. Competitive benefits and opportunities for professional development are included.

Qualifications

• Proven experience in B2B SaaS sales.
• Comfortable selling to US/global professionals.
• Strong skills in discovery and questioning.

Responsibilities

• Own inbound and targeted outbound sales pipeline.
• Lead discovery-first conversations with CPAs.
• Train interns to understand CPA workflows.

Skills

B2B SaaS sales experience

Selling to US/global professionals

Discovery & questioning skills

Explaining workflows simply

Coaching junior sellers

Job description

About Us

At Karbon, we're building the future of fintech with our flagship product, AI Accountant. By blending deep financial expertise with cutting-edge automation, we simplify bookkeeping, compliance, and financial operations for India's fastest-growing businesses. Backed by Y Combinator and leading global investors, Karbon powers 3000+ startups, unicorns, and enterprises nationwide.

Job Summary

We are hiring a Manager – Business Development to support growth for our AIA team. Reporting to the AVP, this role will focus on discovery‑led B2B SaaS sales for the US market. The role requires strong structured communication, CRM discipline, and the ability to coach teams. Ideal candidates bring a consultative mindset and experience selling to professional‑services buyers.

Why this role exists

US CPAs lose weeks every tax season chasing:

• Client documents
• Incomplete intake forms
• Back‑and‑forth emails
• Manual uploads and rework

AIA US fixes this problem. AIA US is a Tax Intake + Document Collection + Tax Prep SaaS that uses AI to:

• Collect client documents automatically
• Structure tax data correctly upfront
• Reduce follow‑ups and rework by 50–70%
• Help CPAs scale tax prep without hiring more staff

This role exists to sell time, clarity, and scale to US CPAs.

What You Will Own

SaaS Revenue & Conversion

• Own inbound + targeted outbound pipeline
• Run discovery‑first conversations with CPAs
• Position AIA US as a tax‑season operating system
• Drive trial → paid → active usage

Team Leadership (3‑5 BD Interns)

• Train interns on:
• CPA pain during tax season
• Intake vs tax prep workflows
• Discovery before demo
• Enforce SLAs, follow‑ups, CRM hygiene
• Ensure quality conversations over volume

GTM Feedback Loop

• Capture objections, drop‑offs, feature gaps
• Share insights with Product & AVP
• Continuously refine ICP and messaging

Who you will sell to

• US CPA firms
• Tax preparers & accounting practices
• Practice owners / partners

Must‑Have Skills

• Proven B2B SaaS sales experience
• Comfort selling to US / global professionals
• Strong discovery & questioning skills
• Ability to explain workflows simply
• Experience coaching junior sellers

You are NOT a fit if

• You sell without discovery
• You only know high‑volume outbound
• You pitch before understanding workflows
• You avoid CRM discipline

90‑Day Success Definition

• Clean inbound qualification engine
• Interns independently handling L1 CPA calls
• Predictable demo → activation conversion
• Clear ICP & tax‑season pitch playbook
• Reduced AVP dependency for deal quality

Benefits

Our Way of Life — The Karbon Values

• C — Collaborate to Win
• We back each other and move with shared purpose—clients win when we win together.
• E — Excel Relentlessly
• Precision matters. We aim for accuracy, consistency, and excellence in every ledger.
• O — Own It End‑to‑End
• No loose ends. We take full responsibility—from data collection to final compliance.

Perks & Benefits

• Upskilling Policy: Access to courses, tools, and continuous learning.
• Team Outings: Offsites and outings to celebrate wins and build camaraderie.
• Engagement Initiatives: Hackathons, open demos, game nights, and more.
• Flexible Work‑from‑Home: Up to 12 WFH days every 6 months.
• Menstrual WFH: Women employees can avail up to 3 WFH days per month.
• Mobility Benefits: Relocation support and travel allowances.
• Parental Support: Maternity, paternity, and adoption leave.