Senior Account Executive, SMB

📋 Description

• • Drive new-business revenue for Karbon by owning the full sales cycle—from first cold outreach through signed contract—for accounting firms with up to 25 employees across North America, EMEA, and APAC.
• • Become the trusted advisor to firm owners, partners, and practice managers, translating their operational pain points into a clear ROI case for Karbon’s award-winning practice-management platform.
• • Run a disciplined, metrics-driven pipeline: 60+ new outbound touches per day, 15+ discovery calls per week, 8+ tailored demos, and 4+ proposals that consistently exceed a 30 % win rate.
• • Master (and help refine) our MEDDPICC-based sales process, ensuring every opportunity has a documented economic buyer, success criteria, and compelling event before it reaches proposal stage.
• • Collaborate daily with SDRs, Solutions Engineers, and Customer Success to craft account plans, custom ROI models, and onboarding timelines that shorten sales cycles and accelerate time-to-value.
• • Leverage Salesforce, Gong, Chili Piper, and HubSpot to maintain pristine data hygiene, forecast within 5 % accuracy, and surface actionable insights that improve messaging, pricing, and competitive positioning.
• • Deliver live, high-impact demos that showcase Karbon’s workflow automation, client collaboration tools, and 100+ integrations—always tying feature value back to the 18.5 hours per week saved by the average customer.
• • Influence product roadmap by funneling frontline feedback to Engineering and Product; participate in monthly voice-of-customer sessions and beta-test new modules before they reach general availability.
• • Mentor junior reps and SDRs through call reviews, objection-handling clinics, and win/loss retrospectives—raising team attainment by sharing what works (and what doesn’t) in the accounting vertical.
• • Travel up to 20 % for regional accounting conferences, user groups, and on-site QBRs, building the in-person relationships that turn satisfied customers into enthusiastic advocates and referral sources.
• • Exceed quarterly and annual ARR quotas of $750K–$1M while maintaining gross-margin and discount guardrails that protect long-term company profitability.
• • Champion Karbon’s culture of transparency, customer obsession, and continuous improvement—living our values in every Slack thread, Zoom call, and client interaction.