Senior 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 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.

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 

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.