Account Executive - Mid Market

Karbon, Inc.; Northern (KY); Hybrid; USD 70,000 - 75,000; Full time

Benefits offered by this job

Paid time off

Medical

Dental

Vision

401(k)

Work-from-home stipend

Parental leave

Life insurance

Short/Long term disability

FSA

Quarterly/Annual bonuses

Job summary

Karbon, a leading AI-powered practice management platform for accounting firms, seeks a results-driven Sales Account Executive to manage leads, demonstrate value, and drive closing deals nationwide. You’ll conduct discovery, run targeted outreach, and nurture opportunities in a fast-paced, remote-friendly environment.

Ideal candidates have 3+ years selling SaaS to mid-market firms, excel at outbound prospecting, and can articulate a strong business case.

Qualifications

• 3+ years of experience selling SaaS to mid-market businesses with a track record of top performance.
• Experience with outbound sales and hunter mentality.
• Ability to demonstrate a strong business case for Karbon through a consultative, value-driven process.
• Technical aptitude to master our sales tools/tech stack (Salesforce, Gong, etc.).

Responsibilities

• Respond to prospective customers promptly and book discovery calls.
• Expand your portfolio through outbound engagement and call activity (~40% via rep).
• Create Outreach sequences using content and campaigns to secure meetings with decision makers.
• Maintain a strong pipeline with at least 3x quota in next-step meetings.
• Keep Salesforce/Gong notes, documents, and next steps up to date.
• Demonstrate how Karbon's value aligns with client requirements.
• Utilize Gong and ChatGPT/Gemini to analyze calls, synthesize notes, and automate follow-ups.

Skills

SaaS Sales

Outbound sales

Quota attainment

Team player

Consultative selling

Tech stack fluency

Multi-tasking

Time-zone flexibility

Tools

Salesforce

Gong

ChatGPT

Gemini

Job description

Karbon is the global leader in AI-powered practice management software for accounting firms. We provide an award-winning cloud platform that helps tens of thousands of accounting professionals work more efficiently and collaboratively every day. With customers in 40 countries, we have grown into a globally distributed team across the US, Australia, New Zealand, Canada, the United Kingdom, and the Philippines. We are well-funded, ranked #1 on G2, growing rapidly, and have a people-first culture that is recognized with Great Place To Work certification and on Fortune magazine's Best Small Workplace List.

Are you a sales professional looking for an opportunity to make an impact in a rapidly growing, award winning and well-funded SaaS business that is disrupting a multibillion-dollar industry?

We are looking for top performing, self-starter sales executives with experience and desire to manage all aspects of the sales process including prospecting, lead qualification, demand creation and closing new business. Our sales team members are located throughout the United States offering flexibility to work remotely. This is a tremendous career opportunity with a high level of professional and financial upside.

About the Role

As a Sales Account Executive, you will be responsible for identifying and managing leads and opportunities, demonstrating Karbon’s value, communicating the compelling reason to change, and leading technical demonstrations of our platform while providing a first-class experience and ultimately optimizing how prospects run their firms.

• Respond to prospective customers promptly, book discovery calls with inbound leads, uncover their pain points, and tailor presentations to demonstrate how Karbon will help them modernize their firm, accelerate their growth and retain top talent
• Drive and expand your portfolio of prospects through outbound engagement and call activity (~40% of appointments are generated by the rep)
• Create Outreach sequences leveraging marketing rich content and/or custom campaigns that include phone, email, e-gifting, and LI to secure meetings with decision makers in ICP accounts
• Build and maintain a strong pipeline of opportunities with a minimum of 3 times quota securing next step meetings throughout the process
• Ensure accurate and timely updates of information and forecasts (call/meeting notes, supporting documentation, next steps etc.) in Salesforce/Gong
• Demonstrate how Karbon's value proposition aligns with clients' requirements
• Harness Karbon’s AI-first culture by utilizing Gong for deep-dive call analysis and ChatGPT/Gemini to synthesize discovery notes, automate follow-up emails, and conduct rapid competitive research to win deals.

About You!

We are looking for someone who thrives working independently in a high growth, fast-paced environment. The ability to multitask, leverage lots of modern software to automate tasks, set and adjust priorities, and be a team-player is critical. If you are hungry to learn and enjoy being a part of a high-performance team where authenticity and passion for action are valued, Karbon is your future home.

Candidates with the following qualifications and experience are encouraged to apply:

• 3+ years of experience selling SaaS to mid-market businesses with a track record of being top performing and consistently exceeding quota
• Experience with outbound sales; hunter mentality
• Team player with a strong work ethic who is self-motivated and driven by results
• Ability to demonstrate a strong business case for Karbon through a consultative and value driven sales process
• The technical aptitude to master our sales tools /tech stack
• Ability to prioritize and multitask sales opportunities of varying lengths and depths, and effectively articulate the potential you have with each account
• Physically located in United States preferable Central or Eastern time zones
• Bonus points if you have previous experience working at a company that sells Workflow, Accounting, or Project Management software

Our sales team has amazing additional incentives focused on performance including an annual President’s Club Trip, Rep of Month, Quarter and Year!

Why Work at Karbon?

• Competitive salary with uncapped monthly bonus potential and high quota attainment
• Excellent benefits package including:
  • Paid Flexible Time Off with an encouraged 3 weeks use per year
  • Company paid medical for you and eligible spouse/partner and dependents
  • Company paid dental and vision and eligible spouse/partner and dependents
  • Fully company funded short and long term disability
  • Fully company paid life insurance
  • 401(k) with company matching
  • Flexible Spending Account
  • Up to 8 weeks paid parental leave
  • Work-from-home stipend
• Opportunity to sell a leading platform (number 1 on G2) with a highly recognized and valued brand/product offering
• Work with (and learn from) an experienced, high-performing team
• Be part of a fast-growing company that firmly believes in promoting high performers from within
• A collaborative, team-oriented culture that embraces diversity, invests in development, and provides consistent feedback
• Additional incentives focused on performance, including President’s Club Trip, Rep of Month, Quarter, and Year
• OTE for this role at target is $212,000

As we hire across various locations within the USA we are required by law to include a reasonable estimate of the compensation range for this role.

The range provided is broad and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as physical location/cost of living in that location, years of experience, skills, and other business needs.

It is not typical for a candidate to be hired at or near the top of the pay range and each compensation decision is dependent on each individual case. The base salary is one component of the total compensation package, which for some roles may include a target bonus, for some roles very competitive equity grant, and very generous benefits. While we believe competitive compensation is a critical aspect of you deciding to join us, we do hope you also spend time considering why our mission, purpose and values are right for you. We are creating something transformational here, and we hope you are as excited about the future as we are!

$70,000 - $75,000 USD

Please be aware that Karbon will only contact you via email from our domain, karbonhq.com. If you receive an email from any other domain, please do not click any of those links.

Karbon embraces diversity and inclusion, aligning with our values as a business. Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single criteria. If you've made it this far in the job description but your past experience doesn't perfectly align, we do encourage you to still apply. You could still be the right person for the role!

We recruit and reward people based on capability and performance. We don’t discriminate based on race, gender, sexual orientation, gender identity or expression, lifestyle, age, educational background, national origin, religion, physical or cognitive ability, and other diversity dimensions that may hinder inclusion in the organization.

Generally, if you are a good person, we want to talk to you.