Account Executive – Mid Market
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Job Description
Account Executive selling Karbon’s AI-powered practice management platform to US mid-market accounting firms. Managing outbound prospecting, demonstrations, pipelines, and SaaS deal closures.
Responsibilities:
- Identify and manage leads and opportunities
- Demonstrate Karbon’s value and communicate compelling reasons to change
- Lead technical demonstrations of Karbon’s AI-powered practice management platform
- Respond promptly to prospective customers
- Book discovery calls with inbound leads and uncover pain points
- Tailor presentations to show how Karbon can modernize firms, accelerate growth, and retain top talent
- Expand the prospect portfolio through outbound engagement and call activity
- Create Outreach sequences using marketing content and custom campaigns across phone, email, e-gifting, and LinkedIn
- Secure meetings with decision makers in ICP accounts
- Build and maintain a pipeline at least 3 times quota
- Secure next-step meetings throughout the sales process
- Maintain accurate, timely call notes, meeting notes, supporting documentation, forecasts, and next steps in Salesforce and Gong
- Demonstrate how Karbon’s value proposition aligns with client requirements
- Use Gong for call analysis and ChatGPT/Gemini to synthesize discovery notes, automate follow-up emails, and conduct competitive research
Requirements:
- 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
- Strong work ethic; self-motivated and driven by results
- Ability to demonstrate a strong business case through a consultative and value-driven sales process
- Technical aptitude to master sales tools and tech stack
- Ability to prioritize and multitask sales opportunities of varying lengths and depths
- Ability to articulate account potential
- Friendly, assertive demeanor
- Physically located in the United States, preferably in Central or Eastern time zones
- Previous experience selling Workflow, Accounting, or Project Management software is a bonus
Benefits:
- Uncapped monthly bonus potential
- Annual President’s Club Trip
- Rep of Month, Quarter and Year incentives
- 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 for you 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 ranked number 1 on G2
- Work with and learn from an experienced, high-performing team
- Promotion opportunities for high performers
- Collaborative, team-oriented culture that embraces diversity
- Development investment and consistent feedback
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