Account Executive - Mid Market

Summary

Karbon is a global provider of AI-powered practice management software for accounting firms. The company is seeking a Sales Account Executive to manage the full sales process for mid-market customers, from prospecting and qualification through demonstrations, pipeline development, and closing. The role focuses on consultative selling, outbound engagement, accurate forecasting, and using AI-enabled sales tools to win deals.

Responsibilities

• 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

Skills

• 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
• A friendly, but assertive demeanor
• 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

Qualifications

Must Haves

• 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
• A friendly, but assertive demeanor

Nice to Haves

• 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

Benefits

• Uncapped monthly bonus potential
• 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
• Our sales team members are located throughout the United States offering flexibility to work remotely