Senior Director of Revenue Operations and Performance

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November 20

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Karbon

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SaaS • Enterprise • B2B

Karbon is a leading collaborative practice management platform designed specifically for accounting firms. It enhances visibility and control over firm operations, automates tasks, and standardizes processes to increase efficiency and productivity. Karbon integrates artificial intelligence to automate tasks, speeding up workflows and strengthening team collaboration. It offers features such as team collaboration, workflow automation, project management, and email management, along with client and document management solutions. The platform serves small to large firms and enterprises, including private equity and M&A, providing enterprise-grade security, a client portal, eSignatures, and integrations with popular apps. Karbon aims to unite accounting teams in a single platform, improving collaboration and operational efficiency. Designed to save resources and time, the software claims to save every employee an average of 18. 5 hours per week, according to customer surveys. With a focus on automation, connectivity, and control, Karbon consistently ranks as a leader in accounting practice management software.

51 - 200 employees

☁️ SaaS

🏢 Enterprise

🤝 B2B

💰 $66M Series B on 2022-02

📋 Description

• Monitor growth and performance targets across the entire customer lifecycle—pipeline creation, sales velocity, conversion rates, retention, and expansion, in conjunction with GTM & Finance leadership. • Develop and execute cross-functional growth programs and experiments, using data to prioritize highest-impact opportunities and deploying resources for maximum ROI. • Optimize all funnel stages to eliminate inefficiencies and maximize scalability and profitability. • Lead the design and implementation of multi-channel demand generation programs, collaborating with Marketing and Sales on campaign strategy, execution, and lead nurturing. • Own the lead management process, from targeting, scoring, and routing to closed-loop measurement and optimization. • Experiment with AI-driven and data-backed tactics to improve the volume, quality, and conversion rate of demand generation programs. • Own revenue analytics and reporting infrastructure, creating unified, transparent dashboards and insights accessible to all GTM stakeholders. • Leverage advanced analytics and machine learning to identify growth levers, highlight emerging trends, create lead scoring models, forecast risks, and drive revenue predictability. • Automate reporting and use AI tools to generate actionable narratives and visualizations for internal and executive communication. • Design and continuously refine scalable, end-to-end revenue processes—spanning marketing, sales, onboarding, and customer success—to accelerate growth. • Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment. • Work across Sales, Marketing, Customer Success, and Finance to unify goals, processes, and insights. • Mentor and develop RevOps talent, building expertise in growth, analytics, and AI-enabled revenue strategy.

🎯 Requirements

• Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, RevOps) are a plus. • 5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role. • Proven experience in building a team and People Leadership • 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). • Strong demand generation background with emphasis on spend efficiency and performance. • 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.

🏖️ Benefits

• Flexible Time Off with an encouraged 4 weeks use per year • Company paid medical for you and eligible spouse/partner and dependents • Paid dental and vision and eligible spouse/partner and dependents • 401(k) with company matching • Flexible Spending Account • Up to 8 weeks paid parental leave • Work-from-home stipend