Manager-Business Development

About Us

At Karbon, we're building the future of fintech with our flagship product, AI Accountant. By blending deep financial expertise with cutting-edge automation, we simplify bookkeeping, compliance, and financial operations for India's fastest-growing businesses. Backed by Y Combinator and leading global investors, Karbon powers 3000+ startups, unicorns, and enterprises nationwide.

Job Summary:

We are hiring a Manager - Business Development to support growth for our AIA team. Reporting to the AVP, this role will focus on discovery-led B2B SaaS sales for the US market. The role requires strong structured communication, CRM discipline, and the ability to coach teams. Ideal candidates bring a consultative mindset and experience selling to professional-services buyers.

Requirements

Why this role exists

US CPAs lose weeks every tax season chasing:

• Client documents
• Incomplete intake forms
• Back-and-forth emails
• Manual uploads and rework
  
  

AIA US fixes this problem.

AIA US is a Tax Intake + Document Collection + Tax Prep SaaS that uses AI to:

• Collect client documents automatically
• Structure tax data correctly upfront
• Reduce follow-ups and rework by 50-70%
• Help CPAs scale tax prep without hiring more staff
  
  

This role exists to sell time, clarity, and scale to US CPAs.

What You Will Own

SaaS Revenue & Conversion

• Own inbound + targeted outbound pipeline
• Run discovery-first conversations with CPAs
• Position AIA US as a tax-season operating system
• Drive trial paid active usage
  
  

Team Leadership (3-5 BD Interns)

• Train interns on:
• CPA pain during tax season
• Intake vs tax prep workflows
• Discovery before demo
• Enforce SLAs, follow-ups, CRM hygiene
• Ensure quality conversations over volume
  
  

GTM Feedback Loop

• Capture objections, drop-offs, feature gaps
• Share insights with Product & AVP
• Continuously refine ICP and messaging
  
  

Who you will sell to:

• US CPA firms
• Tax preparers & accounting practices
• Practice owners / partners
  
  

Must-Have Skills:

• Proven B2B SaaS sales experience
• Comfort selling to US / global professionals
• Strong discovery & questioning skills
• Ability to explain workflows simply
• Experience coaching junior sellers
  
  

You are NOT a fit if:

• You sell without discovery
• You only know high-volume outbound
• You pitch before understanding workflows
• You avoid CRM discipline
  
  

90-Day Success Definition

• Clean inbound qualification engine
• Interns independently handling L1 CPA calls
• Predictable demo activation conversion
• Clear ICP & tax-season pitch playbook
• Reduced AVP dependency for deal quality
  
  

Benefits

Our Way of Life — The Karbon Values

C - Collaborate to Win

We back each other and move with shared purpose—clients win when we win together.

E - Excel Relentlessly

Precision matters. We aim for accuracy, consistency, and excellence in every ledger.

O - Own It End-to-End

No loose ends. We take full responsibility—from data collection to final compliance.

Perks & Benefits

• Upskilling Policy: Access to courses, tools, and continuous learning.
• Team Outings: Offsites and outings to celebrate wins and build camaraderie.
• Engagement Initiatives: Hackathons, open demos, game nights, and more.
• Flexible Work-from-Home: Up to 12 WFH days every 6 months.
• Menstrual WFH: Women employees can avail up to 3 WFH days per month.
• Mobility Benefits: Relocation support and travel allowances.
• Parental Support: Maternity, paternity, and adoption leave.