Account Executive - Mid Market

LemClosers; United States; Hybrid; USD 90,000 - 160,000; Full time

Job summary

Karbon, the AI-powered practice management software for accounting firms, is seeking a Mid-Market Account Executive. You will own the full sales cycle from prospecting through close, delivering demos, navigating objections, and guiding buyers to adopt Karbon to modernize firms and accelerate growth.

You will work with distributed US-based teams, leverage outreach motions (inbound and outbound), and engage with C-suite decision-makers.

Qualifications

• Bachelor's degree required.
• Experience prospecting and building sales pipelines.
• Ability to present and demonstrate the product to buyers.

Responsibilities

• Demos & presentations to prospects.
• 20–30 prospecting calls per day.
• Write 2–3 proposals per week.
• Review pipeline twice a week.

Skills

Prospecting

Demos

Presentations

Proposal writing

Pipeline management

Education

Bachelor's degree

Tools

Outreach

Job description

# Account Executive - Mid MarketKarbonRemoteRemoteSaaSHybridSee your match scorePosted TodayWork TypeRemoteVerticalSaaSSourcejobscollider## About this role#### About KarbonKarbon 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 WorkplacesTM 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 RoleAs 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### Tools & Tech StackOutreach### Selling MotionProspectingHybridMix of inbound leads and outbound prospectingBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·RequiredProspecting·Required skill### Typical Day — Account ExecutiveDemos & presentations4–6/weekProspecting calls20–30/dayProposal writing2–3/weekPipeline review2×/weekEstimates based on role type and selling motion — actual may vary by company.### Role SignalsGreen Flags✓Inbound LeadsWarm leads provided✓Remote FriendlyLocation flexibility### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at Karbon involves managing the full sales cycle from prospecting through close.SaaS sales roles typically involve consultative selling with longer deal cycles.Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.