[All remote jobs](https://jobicy.com/jobs.md)[![Karbon logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/13eaf3d2-221.png)](https://jobicy.com/company/karbon.md)[Karbon](https://jobicy.com/company/karbon.md) # Account Executive – Mid Market Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/karbon.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 75k–75k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished22 Oct 2026Apply before21 Nov 2026Listing views38Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Karbon is hiring a mid-market Account Executive to own the full SaaS sales cycle for its AI-powered practice-management platform for accounting firms. The role combines inbound discovery and consultative demonstrations with significant outbound prospecting, with roughly 40% of appointments self-generated. The successful candidate will maintain a pipeline of at least three times quota, update forecasts in Salesforce and Gong, and use AI tools to improve discovery, follow-up, and competitive research. Candidates need at least three years of successful mid-market SaaS sales experience, strong hunter instincts, and the ability to work independently in a fast-paced remote environment. This is a US-remote role, preferably aligned to Central or Eastern time zones. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightSuccess requires consistently generating pipeline, running a complex consultative sales process, and exceeding quota in a fast-growth SaaS environment. The role demands strong commercial judgment, technical product fluency, and disciplined forecasting with limited day-to-day supervision. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$75,000US market range (per year)$70k–$95k0$104.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer explicitly lists a base salary of $75,000 USD per year. The listed $212,000 OTE includes variable compensation and is not used as the base-salary figure. Estimated US annual base-pay market range for a mid-market SaaS Account Executive is $70,000–$95,000 USD, with commission or bonus commonly additional. ## Core skills Skills and capabilities most closely associated with this opportunity. [Mid-market SaaS sales](https://jobicy.com/jobs?search_keywords=Mid-market%20SaaS%20sales.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Lead qualification](https://jobicy.com/jobs?search_keywords=Lead%20qualification.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Value-based selling](https://jobicy.com/jobs?search_keywords=Value-based%20selling.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Gong](https://jobicy.com/jobs?search_keywords=Gong.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Discovery calls](https://jobicy.com/jobs?search_keywords=Discovery%20calls.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[AI sales tools](https://jobicy.com/jobs?search_keywords=AI%20sales%20tools.md)[Competitive research](https://jobicy.com/jobs?search_keywords=Competitive%20research.md) Sample interview questionsHow have you generated pipeline when inbound demand was insufficient to meet your quota?I segment ideal accounts by fit and trigger events, then use coordinated phone, email, LinkedIn, and personalized content sequences. I measure conversion at every stage, iterate messaging quickly, and reserve daily prospecting blocks so pipeline generation remains consistent. Describe how you run a consultative discovery call with a mid-market prospect. I begin by confirming the prospect’s goals and current workflow, then ask open questions about operational pain points, impact, stakeholders, decision criteria, timeline, and alternatives. I summarize the business problem in the prospect’s language and agree on a relevant next step before ending the call. How do you maintain an accurate sales forecast? I use clear exit criteria for each stage, document stakeholder engagement, business value, next steps, and risks in the CRM, and avoid advancing deals based on optimism. I review my pipeline weekly, inspect deal aging and coverage, and communicate changes early. How would you demonstrate value to an accounting firm considering Karbon? I would tailor the demonstration to the firm’s stated workflow challenges, such as visibility, collaboration, client work management, or growth capacity. I would connect specific platform capabilities to measurable outcomes, validate the buying team’s priorities throughout the demo, and build a mutual action plan for evaluation and rollout. What is your approach to using AI tools in a sales process without losing personalization? I use AI to synthesize call notes, identify themes, research accounts, and draft follow-up structures, but I verify outputs and add prospect-specific context myself. This shortens administrative work while ensuring outreach and recommendations remain accurate, relevant, and human. Opportunity details ## About this role. 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 a sales professional looking for 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 top performing, self-starter sales executives with experience and desire to manage all aspects of the sales process including prospecting, lead qualification, demand creation and closing new business. Our sales team members are located throughout the United States offering flexibility to work remotely. This is a tremendous career opportunity with a high level of professional and financial upside. ### About the Role As a Sales Account Executive, you will be responsible for identifying and managing leads and opportunities, demonstrating Karbon’s value, communicating the compelling reason to change, and leading technical demonstrations of our platform while providing a first-class experience and ultimately optimizing how prospects run their firms. * 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 top talent * Drive and expand your portfolio of prospects through outbound engagement and call activity (~40% of appointments 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 ICP 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 * Demonstrate how Karbon’s value proposition aligns with clients’ requirements * Harness Karbon’s AI-first culture by utilizing Gong for deep-dive call analysis and ChatGPT/Gemini to synthesize discovery notes, automate follow-up emails, and conduct rapid competitive research to win deals. ### 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. If 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: * 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 * Team player with a strong work ethic who is self-motivated and driven by results * 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 * A friendly, but assertive demeanor * Physically located in United States preferable Central or Eastern time zones * Bonus points if you have previous experience working at a company that sells Workflow, Accounting, or Project Management software 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? * Competitive salary with uncapped monthly bonus potential and high quota attainment * Excellent benefits package including: 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 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 (number 1 on G2) with a highly recognized and valued brand/product offering * Work with (and learn from) an experienced, high-performing team * Be part of a fast-growing company that firmly believes in promoting high performers from within * A collaborative, team-oriented culture that embraces diversity, invests in development, and provides consistent feedback * Additional incentives focused on performance, including President’s Club Trip, Rep of Month, Quarter, and Year * OTE for this role at target is $212,000 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: $75,000—$75,000 USD Please be aware that Karbon will only contact you via email from our domain, karbonhq.com. If you receive an email from any other domain, please do not click any of those links. 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 people.support@karbonhq.com 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! 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