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Vice President of Strategic Partnerships



Sales & Business Development
Posted on Tuesday, July 9, 2024

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 role of VP of Strategic Partnerships will help set and execute the strategy for the Partnerships division within Karbon and build a team of Partnership Managers. The role is critical to the success of Karbon and we are looking for an experienced professional who can lead, motivate and elevate teams to deliver world class experiences for Karbon’s customers and related API partners.


  • Discover – Identify new business opportunities to expand the reach of Karbon’s current client portfolio; conduct market research on prospective accounting SaaS related trends and emerging technology; apply a data-driven approach using available market data sources to assess and prioritize key high-level strategic partnerships that need to be formed.
  • Build – Establish and support Karbon’s stellar reputation with top strategic partners to ensure we are ahead of the curve on all things practice management, initiatives and content formats.
  • Analyze – Work with our Product, Design and Customer Experience teams to formulate underlying assumptions and deal models for development.
  • Formulate – Complete financial modeling plus structure / draft key terms (e.g. revenue share, minimum guarantees, marketing commitments) through discussions with Karbon’s executive and finance teams.
  • Sell – market and promote Karbon’s platform and services to emerging companies in the accounting industry; prepare competitive bids and deliver formal presentations to convince potential partners of Karbon’s superior offering.
  • Collaborate – work with the Product and Marketing teams to outline and evangelize key organizational goals and new initiatives with the strategic platform partners.
  • Summarize – create and deliver summary presentations incorporating Karbon platform information, market data, developer background, quantitative and qualitative deal rationale, and other relevant information.
  • Build consensus – organize and lead pitching of new key clients and subsequent opportunities to Karbon’s executive team.

Skills and qualifications

  • Deep relationships in the SaaS or accounting community with a minimum of 10+ years of relevant partnership and accounting industry experience (preferably in partner, business development, developer relations, and/or corporate strategy roles).
  • Must be a polished professional with exceptional presentation and sales skills.
  • Strong strategic and financial acumen. Able to assess multiple business outcomes and derive models to maximize the opportunity.
  • Familiarity with contract negotiation and closing. Prior experience working with legal counsel to get a deal done and signed is required.
  • Seasoned relationship manager with strong grasp of the soft skills required to affect change and open doors across large technology companies.
  • Energetic, action-oriented self-starter that works well independently but seeks direction when appropriate.
  • Impeccable written and verbal communication skills; ability to communicate persuasively with all external business partners and internal collaborators.
  • Collaborative team player that is adept at building relationships across organizations and managing interdisciplinary teams on projects.
  • Positive attitude, enthusiasm, and passion for the evolution of the accounting industry through the use of SaaS.
  • International work experience is a strong plus; domestic and international travel is required for this role.

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!

When we look for talent to join our team, we want unique, creative, and amazing people that align with values, and help us build a world-class product and company.

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 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!