Account Executive, SMB

About Karbon

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 Workplaces™ List.

Are you wanting to join a company and hone your sales skills with 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 an entry level account executive, self-starter with desire to learn and manage all aspects of the sales process including prospecting, lead qualification, demand creation and closing new business. Our SMB sales team is located in Chicago with the flexibility of hybrid work . This is a tremendous career opportunity with a high level of professional and financial upside.

About The Role

As a Small Business Sales Account Executive, you will be responsible for taking Small Business leads and guiding them to get the most out of their trial, guide them to resources for starting their trial and implementation, demonstrating Karbon's value, communicating the compelling reason to change, and leading demonstrations of our platform while providing a first-class experience and ultimately optimizing how prospects run their firms.

• Proactively sell Karbon, through both inbound leads and outbound efforts, to small business prospects
• Interacting with all inbound leads quickly, understand and extract their needs and cater their experience to align with the value Karbon delivers to their needs
• 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 and attract top talent
• Grow in your sales career here with a proven track record of AEs winning
• Drive and expand your portfolio of prospects through reengagement of former opportunities, expanding into other team members in the firm (goal of 40% of new opps 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 named 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

Account Executives at Karbon are expected to leverage AI to automate key aspects of the prospecting process, including sourcing new leads and adding them to outreach sequences, enabling them to focus on higher-value activities such as running client meetings and closing deals.

Compensation: $130,000 OTE

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. 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:

• 1-3 years of experience in a full sales cycle selling role with a track record of being top performer
• Eager to level up outbound sales skills and adopt a hunter mentality
• Personal drive to succeed at quota carrying role
• 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
• Excellent written and verbal communication skills
• A friendly, but assertive demeanor
• Physically located in Chicago, IL
• Bonus points if you have previous experience selling or working with accountants

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?

• Gain global experience across Australia, New Zealand, UK, and Canada
• Strong benefits package including:
• Flexible Time Off with an encouraged 4 weeks use per year
• Company paid medical for you and eligible spouse/partner and dependents
• Paid dental and vision and eligible spouse/partner and dependents
• 401(k) with company matching
• Flexible Spending Account
• Up to 8 weeks paid parental leave
• Work-from-home stipend
• Work with (and learn from) an experienced, high-performing team
• A collaborative, team-oriented culture that embraces diversity, invests in development and provides consistent feedback
• Be part of a fast-growing company that firmly believes in promoting high performers from within

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!

The estimated base salary range for this role is:


$60,000-$65,000 USD

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.


If there are any adjustments or accommodations that we can make to assist you during the recruitment process, and your journey at Karbon, contact us at View email address on click.appcast.io for a confidential discussion.

At this time, we request that agency referrals are not submitted for this position. We appreciate your understanding and encourage direct applications from interested candidates. Thank you!