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
Senior 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 purposeclients 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 responsibilityfrom 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.
