About Karbon

Karbon is the global leader in practice management software for growth-minded accounting firms. We provide an award-winning, highly collaborative cloud platform that streamlines work and communication, enabling the average accounting firm using Karbon to save 16 hours per week, per employee.

We have customers in 34 countries and have grown into a globally distributed team, with our people based throughout the US, Australia, New Zealand, Canada, the United Kingdom, and the Philippines. We are well-funded, ranked #1 on G2, have a fantastic team culture built on our values, are growing rapidly, and making a global impact.

The Revenue Operations Lead, reporting to the CFO, is responsible for optimizing and managing the entire revenue process within the organization. This role focuses on ensuring the alignment and efficiency of revenue-generating teams including sales, marketing, and customer success, to drive consistent and predictable growth. The ideal candidate will be a strategic thinker, highly skilled in data analysis, process improvement, and cross-functional collaboration, with the ability to manage and execute key revenue operations initiatives that maximize revenue and improve operational efficiency.
Key Responsibilities:

• Revenue Process Optimization:
• Analyze and streamline end-to-end revenue processes, from lead generation to customer retention, to improve efficiency and drive growth.
• Identify bottlenecks in the revenue cycle and implement solutions to enhance productivity and profitability.
• Standardize and automate revenue-related processes to ensure scalability and consistency across the organization.
• Data Management & Tech Stack Ownership:
• Manage and optimize Salesforce CRM to ensure accurate and reliable data across revenue teams and lead the governance around the timeliness and accuracy of data inputs
• Develop dashboards and reports to provide actionable insights on revenue performance, pipeline health, and forecasting accuracy.
• Monitor key performance indicators (KPIs) and analyze trends to identify growth opportunities and potential risks.
• Oversee and optimize the GTM tech stack (e.g., CRM, marketing automation, sales enablement tools) to ensure seamless integration, data accuracy, and efficiency across sales, marketing, and customer success teams.
• Cross-functional Collaboration:
• Partner with sales, marketing, customer success, finance, and other departments to align goals and ensure a unified approach to revenue generation.
• Collaborate with marketing to optimize lead scoring and nurturing processes, ensuring high-quality leads for the sales team.
• Track leading indicators of customer health and renewal - and analyze them to understand what's going well and what's not.
• Drive account planning coordination across various GTM teams, including at the frontlines to address at-risk accounts with mitigation strategies, which can later be leveraged into org-wide processes & improvements.
• Forecasting & Reporting:
• Lead the pipeline and revenue forecasting processes, ensuring accurate and reliable projections by working closely with sales, marketing and finance teams.
• Create and manage financial models to support forecasting, budgeting, investor and Board reporting, and strategic planning efforts.
• Refine financial reporting processes, leveraging automation to improve efficiency and enable data-driven decision-making.
• Sales Compensation & Enablement:
• Manage the sales commission process and partner with sales leadership to design and implement effective compensation plans.
• Monitor and report on sales performance metrics, providing insights that drive improvements in sales effectiveness.
• Continuous Improvement:
• Proactively challenge the status quo and drive continuous improvement in core revenue operations processes.
• Evaluate and implement new tools and technologies to enhance the efficiency and effectiveness of revenue operations.
• Foster a culture of continuous learning, development, and innovation within the revenue operations team.

Qualifications:

• Education: Bachelor's degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, RevOps) are a plus.
• Experience: 5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role.
• Skills:
• Strong analytical and problem-solving skills, with the ability to interpret complex data and provide actionable insights.
• Proficiency in CRM systems (e.g., Salesforce, HubSpot), marketing automation tools, and data analysis platforms (e.g., Excel, Tableau, Power BI).
• Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels.
• Experience with process improvement methodologies and project management.
• Strong leadership skills with a track record of building and managing high-performing teams.

What We Value

• Desire to learn and grow
• Bias towards action
• Team-oriented attitude, you derive joy from seeing others succeed
• Enthusiasm for, and interest in, how technology impacts the physical world we live in
• Sense of curiosity and challenge the status quo.

Why work at Karbon

• Gain global experience across the USA, Australia, New Zealand, UK, Canada and the Philippines
• Strong benefits package including:
  • Paid Flexible Time Off with an encouraged 4 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 funded life insurance
  • 401(k) with company matching
  • Flexible Spending Account
  • Up to 8 weeks paid parental leave
  • Work-from-home stipend
• Work with (and learn from) an experienced, high-performing team
• A collaborative, team-oriented culture that embraces diversity, invests in development and provides consistent feedback
• Be part of a fast-growing company that firmly believes in promoting high performers from within

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:

$130,000-$155,000 USD

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 [redacted] 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!