Principal Client Advisor (New Business Acquisition)

We're Karat, the world's largest interviewing company.

Karat is transforming organizations around the world. We provide a powerful system for technical leaders at companies like PayPal, Atlassian, and Citi who want to take control of how they hire top engineers, elevate their teams and contractors, and stay ahead. At the core of Karat’s system are live, expert-led interviews, analytics designed to give leaders maximum visibility, and the most robust interview performance dataset in the world.

Come join our Sales team

Our Sales team is committed to advancing Karat’s mission by building meaningful, long-term partnerships with software engineering and recruiting leaders at enterprise-level organizations.

What you will do

As a Principal Client Advisor and member of Karat’s client acquisition team, you will architect and lead transformational partnerships with global enterprise organizations across technology, financial services, healthcare, and other high-growth sectors. Your role combines strategic advisory, relationship building at the executive level, and a deep understanding of how engineering organizations scale in complex, regulated environments. You will own substantial revenue targets while serving as a trusted advisor to technology and talent acquisition leaders who are modernizing their technical hiring approaches.

This role will require up to 20% travel for strategic face-to-face meetings with enterprise prospects and industry events.

• Develop and execute comprehensive go-to-market strategies through sophisticated market analysis, competitive intelligence, and multi-channel prospecting to build and maintain a robust pipeline of qualified enterprise opportunities across diverse industry verticals.
• Use consultative selling techniques to offer unique perspectives on each client’s business, recruiting strategy, and processes.
• Lead complex enterprise sales cycles from opportunity identification through contract negotiation and closing, working cross-functionally with internal stakeholders to orchestrate successful outcomes.
• Communicate the value of the Karat platform through strategic executive presentations and targeted product demonstrations that align with enterprise buyers’ key initiatives.
• Generate scalable revenue and consistently achieve or exceed quarterly and annual quota targets.

The experience you will bring

• 8+ years of enterprise SaaS sales experience, with a proven track record of consistently exceeding quota
• Startup (fast-paced, high-growth, quick-change) experience preferred
• Demonstrated success closing complex enterprise deals ($250K-$1M+) with 9-12 month sales cycles involving multiple stakeholders and business units
• Experience presenting to C-level and VP-level technical leaders (CTO, VP Engineering, VP Talent) in enterprise environments
• Track record of successfully navigating complex procurement processes and enterprise security/compliance requirements
• Strong understanding of technical recruiting, engineering operations, or related domains that impact senior technology leaders
• Expert-level proficiency with enterprise sales methodologies (MEDDIC, Value Selling, Challenger Sale, etc.)
• Experience using modern sales tech stack (Salesforce, Sales Engagement Platforms, LinkedIn Sales Navigator)

We are looking to hire for this position in the United States in locations where the Karat team is already active (CA, CO, CT, District of Columbia, FL, GA, IL, KS, MD, MA, MO, NV, NY, NC, OR, PA, RI, SC, TX, VA, WA, WI).

Immigration sponsorship is not available.

This role offers competitive On-Target Earnings (OTE) comprising base salary plus sales commission, along with benefits and equity. While the commission opportunity is uncapped, it is not guaranteed.

A variety of factors may influence final compensation packages, including professional background, experience, and location. Actual offers may differ from the ranges listed below.

Additional Information

By applying for a position, you consent to the processing of your personal data in accordance with Karat’s Employee and Contractor Privacy Notice found here.

Statement of Inclusivity

In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on “protected categories,” we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at Karat.

We value a diverse workforce: people of color, womxn, and LGBTQIA+ individuals are strongly encouraged to apply.

If you have a disability or special need that requires accommodation, please let us know at [email protected].