Manager-Business Development at Karbon Business

Bengaluru, karnataka, India -

Full Time

Start Date

Immediate

Expiry Date

17 Jun, 26

Salary

0.0

Posted On

19 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

B2B SaaS Sales, Discovery-led Sales, CRM Discipline, Coaching, Structured Communication, Consultative Mindset, Pipeline Management, Outbound Sales, Inbound Qualification, Workflow Explanation, SLA Enforcement, ICP Refinement, Messaging Refinement, Tax Prep Workflows, Demo Skills, Active Usage Conversion

Industry

Financial Services

Description

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. 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.

Responsibilities

The role involves owning the SaaS revenue and conversion by managing inbound and targeted outbound pipelines, running discovery-first conversations with US CPAs, and positioning the AIA US product. Additionally, the manager will lead and train a team of 3-5 Business Development Interns, focusing on quality conversations and CRM hygiene.