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 motivated by owning the commercial performance and measurable outcomes of a portfolio of accounting firms? Do you thrive operating as a strategic advisor to executive stakeholders, helping firms improve productivity, profitability, and workflow efficiency? Do you proactively identify risk and expansion opportunities through data, insight, and strong multi-threaded relationships?
As a Senior Customer Success Manager at Karbon, you'll operate as the General Manager of your portfolio — accountable for retention, expansion, value realization, and long-term customer growth. You'll function as a crucial link between our customers and our Product Development teams, bringing structured customer insights into roadmap conversations and revenue strategy.
About the Role
Commercial Ownership & Growth
- Drive measurable value realization within the first 90 days post-sale, aligning onboarding outcomes to defined business KPIs.
- Own renewal and expansion strategy for your portfolio, including proactive identification of cross-sell and upsell opportunities (including Billing & Payments).
- Drive Net Revenue Retention by increasing product adoption depth, seat expansion, and multi-threaded engagement.
- Build and manage an accurate renewal forecast 90–120 days in advance.
Strategic Customer Leadership
- Develop multi-threaded relationships across decision-makers, economic buyers, and operational leaders.
- Enable internal champions with structured success plans, ROI articulation, and executive-ready materials.
- Develop deep domain fluency in accounting firm operations and translate Karbon capabilities into strategic business outcomes.
- Operate as a trusted advisor, diagnosing root causes of workflow inefficiencies and aligning product capabilities to measurable firm-level improvements.
- Create and maintain structured Success Plans tied to customer KPIs and long-term growth objectives.
- Conduct executive-level business reviews to measure progress and unlock next best actions.
Risk & Retention Excellence
- Proactively identify churn indicators through behavioral data, health metrics, and qualitative insight.
- Develop structured save plans with clear ROI articulation and executive alignment when risk emerges.
- Contribute to scalable retention methodologies as Karbon grows.
Cross-Functional Influence
- Partner with Sales to support expansion strategy and complex renewal negotiations where needed.
- Collaborate with Implementation, Support, and Education teams to ensure seamless customer experience across the lifecycle.
- Translate customer insights into structured, data-backed feedback for Product and Engineering, influencing roadmap priorities.
- Collaborate with Marketing to inform industry-specific messaging and thought leadership grounded in real customer outcomes.
- Drive cross-functional alignment to remove friction and deliver measurable customer outcomes.
AI & Data Fluency
- Leverage AI-driven tools and usage analytics to identify expansion opportunities, risk signals, and productivity gains.
- Operate in a metrics-rich environment, using dashboards and insights to prioritize next best actions across your portfolio.
About You
- Based in the US or Canada and experienced working within distributed, global teams.
- 7+ years of experience in B2B SaaS, ideally within accounting or professional services software.
- Proven track record of owning renewals and driving measurable expansion revenue within complex accounts.
- Strong executive communication skills with the ability to influence firm leaders and articulate ROI clearly and confidently.
- Demonstrated ability to manage a portfolio with commercial rigor, strategic depth, and disciplined prioritization.
- Proficiency with CRM, Customer Success platforms, forecasting tools, and analytics systems.
- Comfortable operating in a data-driven environment.
- Strong program management capability across cross-functional stakeholders.
- Willingness to travel periodically for strategic customer engagements and industry events.
- Gain global experience across the USA, Australia, New Zealand, UK, Canada and the Philippines
- 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
- 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
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 [email protected] 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!
Top Skills
Similar Jobs
.png)
What you need to know about the Chicago Tech Scene
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
