Why This Job is Featured on The SaaS Jobs
This Senior Customer Success Manager role stands out in B2B SaaS because it treats Customer Success as a commercial owner, not a service function. The remit spans retention, expansion, and value realization for a portfolio, with a clear emphasis on measurable outcomes and executive-level partnership. It also signals a product-informed CS motion, where structured customer insight is expected to influence roadmap conversations rather than simply report issues.
For SaaS career development, the role builds durable skills around net revenue retention mechanics, forecasting discipline, and data-led account prioritization. The work requires translating product adoption into business KPIs, running executive business reviews, and creating repeatable retention playbooks, all of which map closely to senior CS, CS leadership, and revenue operations-adjacent paths across the sector. Exposure to AI-driven tooling and usage analytics further reinforces modern CS operating models.
This position is best suited to professionals who prefer owning a book of business end to end and are comfortable balancing strategy with operational rigor. It fits someone who enjoys multi-threading across stakeholders, working cross-functionally with Sales and Product, and communicating ROI in a structured, executive-ready way.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Role
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.
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.
Why Work at Karbon?
- Up to 5 weeks paid vacation per year
- Strong benefits package including fully employer paid:
- Medical, prescription and paramedical
- Dental
- Vision
- Life insurance
- $500 a year healthcare spending account
- Flexible work hours
- Working from home allowance
- Generous parental leave
- Work with (and learn from) an experienced, high-performing team
- Be part of a fast-growing company that firmly believes in promoting high performers from within
- A collaborative, team-oriented culture that embraces diversity invests in development and provides consistent feedback
