Kojo

• Owning the commercial performance of your mid-market book of business across new business, renewals, upsell, and cross-sell -- with a clear focus on NRR growth and retention • Leading the end-to-end renewal and expansion process, identifying opportunities early and executing with urgency • Balancing a robust book of business through structured communication cadences, strong task management, and proactive usage analytics to stay ahead of churn risk • Developing deep Kojo product expertise to recommend workflow best practices, deliver ad hoc training across all products, and represent customer needs back to the Product team • Proactively coordinating with internal stakeholders -- Product, Sales, Onboarding, Technical Support, and executive teams -- to remove barriers to customer success • Building and maintaining multi-threaded relationships across each account, ensuring Kojo has the right coverage at every level of the organization • Contributing playbook learnings back to the broader CS team as we continue to sharpen our methodology for customer success at scale

Role Description We're looking for a sharp, systems-minded Billing & Accounts Specialist to own the operational core of Kojo's financial workflows. You'll report to our Senior Accounting Manager and take full ownership of the customer billing lifecycle in Stripe, collections in InvoiceButler, and vendor payments in Airbase - the infrastructure that keeps our financials clean and our cash moving. This is a high-trust, high-ownership role for someone who fixes workflows, not just transactions. About the Role - Own the full customer billing lifecycle in Stripe: new customer setup, subscription configuration, tax codes via Avalara, and invoice delivery. - Partner with the Head of Finance to improve and automate how this scales over time. - Drive AR collections in InvoiceButler: manage automated outreach sequences, work aging balances, step in directly for human follow-up, and own the demand letter process for escalated non-payment situations. - Serve as the primary point of contact for customer billing inquiries, resolving discrepancies, confirming payment status, and maintaining accurate AR in Xero including bad debt estimation, write-offs, refunds, and referral credit processing. - Own AP end-to-end in Airbase: bill intake, approval routing, GL coding, payment execution, vendor onboarding, 1099 reporting, user access controls, and a clean purchase order and virtual card roster. - Reconcile all bank accounts on a timely basis, apply cash to AR accurately, track prepaid assets and amortization schedules, and prepare the monthly AP aging schedule. - Build and maintain SOPs for every workflow you own across Stripe, Xero, Airbase, Avalara, and InvoiceButler. When a process causes friction or errors, you own the fix. Qualifications - You've managed customer billing end-to-end in Stripe or a comparable platform, including subscriptions, proration, and tax configuration. - You've run AR collections independently, worked aging reports through escalation, and can point to specific outcomes: DSO reduced, collection rates improved, or aging balances brought current. - You've processed high-volume AP in Airbase, Bill.com, Tipalti, or Ramp from intake to payment without losing track of a GL classification or approval step. - You've maintained GL coding accuracy across multiple cost centers, reconciled bank accounts as a running discipline, and caught discrepancies before they compound. - You've written SOPs someone else could execute without a single follow-up question, and you've done it at a startup or high-growth SaaS company. - You have professional English proficiency and are based in Latin America. - Experience with Stripe, Xero, Airbase, Avalara, or InvoiceButler is a plus. Requirements - Accountability: Treating errors as yours to fix. - Impact: Understanding how billing delays and collections lag affect cash flow and growth. - Intentional Communication: Writing clearly, with the right context, without ambiguity. Benefits - Eligible for a new hire equity grant. - All US-based full-time employees are eligible for a full suite of perks and benefits. Location Kojo’s team members work from home 100% of the time across North and South America. Team members can expect to work business hours congruent with their local time zone and remotely. Inclusive Workplace Kojo values diverse perspectives and is committed to building an inclusive workplace. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Scam Notice Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of Kojo. Kojo will never ask for any personal account information during the recruitment process.

• Own outbound prospecting [average is ~100 cold calls/day] into enterprise commercial construction contractors (>$75M in annual construction volume) — identifying the right accounts, mapping the right contacts, and engaging them with a point of view, not a script • Build qualified pipeline for Account Executives by booking high-conviction discovery meetings with buyers who have a real, specific problem Kojo can solve • Use the full modern GTM stack, including AI-powered sequencing, enrichment workflows, and call intelligence tools, to prospect smarter and surface better signal, not just higher volume • Develop, test, and iterate on outbound plays: what messaging lands, what falls flat, and why — then bring those insights back to the sales and marketing teams to sharpen how Kojo goes to market • Hit and exceed monthly targets for meetings held and Sales-accepted opportunities — and treat your pipeline number like a business metric, not a task list • Become a genuine expert in commercial construction: the players, the buying dynamics, the pain points, and the moment a contractor realizes they have a problem worth solving

• Own and execute full-cycle net new sales • Partner with Enterprise SDRs on outbound prospecting • Run customized demos and onsite meetings • Navigate 90-120 day sales cycles • Represent Kojo at customer sites and industry trade shows • Manage pipeline and forecast in Salesforce

• Owning 30–40 customer cases per day across email, chat, and occasional phone or video (roughly 150 customer interactions per week) • Investigating workflow and product issues by reproducing steps, reviewing customer activity in-app, and consulting Zendesk history, Slack, Jira tickets, and Notion runbooks before going back to the customer • Diagnosing common issues such as ERP sync gaps (Spectrum, Sage 300 CRE, NetSuite), SSO redirect loops after domain migrations, AI Scanning failures on vendor invoices, and quantity discrepancies between the field and the system • Triaging potential bugs and escalating to Technical Support and Engineering with clean repro steps, documentation, and a filed Jira ticket • Owning tickets through to resolution with proactive customer communication and clear status updates • Maintaining SLAs, queue health, ticket tagging, status hygiene, and end-of-day handoffs • Spotting trends across tickets and flagging them to Support Leadership and Product so we address root causes, not just symptoms

• Own and execute full-cycle sales efforts—from initial outreach to closed-won • Consistently overachieve monthly sales goals • Drive outbound prospecting efforts of key accounts and collaborate with Enterprise SDRs as “the tip of the spear” to open net new business opportunities • Deliver customized software demos for a wide variety of prospective clients and personas (CFOs, CEOs, COOs, VPs, Directors, Project Managers, Purchasing agents) • Lead onsite meetings with prospective customers and represent Kojo at industry trade shows (10% travel required) • Navigate complex 90-120-day sales cycles involving multiple decision-makers and cross-functional teams with varying needs • Collaborate cross-functionally with internal partners (sales engineering, product, leadership, customer success) to advance deals and deliver long-term customer value • Utilize best-in-class sales tools including SalesForce, Outreach.io, and Gong to drive productivity & pipeline visibility • Act as a trusted advisor and exceptional brand ambassador, exhibiting professionalism and working in line with the Kojo values

About Kojo It's time to build. Whether it's creating more housing, upgrading our infrastructure, or adapting to climate change, one thing is clear: the construction industry is at the center of solving our biggest problems. We’re making buildings cheaper and easier to build by transforming the way commercial construction companies buy their materials. Join us. Founded in 2018, Kojo is now one of the fastest-growing construction technology companies in the world. Construction accounts for $10 trillion in global spend annually and we can’t live without its output - our roads, schools, hospitals, and offices. Despite this, there’s been very little innovation over the past 70 years in how materials - which constitute up to 40% of project costs - are bought and sold. This is our opportunity. We’re seeking an Electrical Merchandising Associate to help keep our product catalog accurate, organized, and easy to use. This is a 6-month contract role (~40 hours per week), with potential to scale to full-time employment. About the Role As Kojo’s Electrical Merchandising Associate, you’ll play an important role in maintaining and improving our electrical product catalog. You’ll review product data, update descriptions, and make sure information is structured in a way that supports search, sourcing, and ordering. A strong understanding of electrical products is key, as success in this role hinges on proper customer understanding. Experience in electrical distribution, supply, or work as a contractor will give you the context to identify common products, categories, and catalog processes. This is a hands-on, detail-oriented role where accuracy and consistency are key. This role will include: - Review and update product information to ensure accuracy, consistency, and completeness. - QA matches from across the team - Work through catalog queues (missing info, duplicates, miscategorized items). - Assist with organizing catalog categories so items are intuitive and easy to search. - Maintain links between related and substitute items to support purchasing workflows. - Collaborate with Product and Merchandising teams by providing clean, reliable data. What you’ve accomplished: - 1–2 years of experience in a distributor, supplier, or contractor (e.g., receptionist, inside sales support, purchasing admin, or catalog/data entry) or history of merchandising electrical product data. - Familiarity with electrical products or distribution workflows. Exposure to common electrical distribution products (e.g., conduit, fittings, wiring, breakers, panels, lighting) is a must. - Comfort using Excel or Google Sheets (sorting, filtering, copy/paste; bonus if you’ve used simple formulas like VLOOKUP or pivot tables). - Strong attention to detail and ability to stay focused while working with large sets of data. - Reliability and consistency in meeting weekly accuracy and throughput goals. - Openness to feedback and a willingness to learn new tools and processes. - (Nice to have, but not required) - Prior experience working with product catalogs, PIM, ERP, or procurement systems. - Exposure to e-commerce item setup or maintenance. - Experience in an electrical supply house, distributor, or contractor-facing role (inside sales, counter sales, purchasing, or customer service). - Awareness of product identifiers (e.g., manufacturer part numbers, trade sizes, SKU conventions). What you care about: - Innovation: You seek to understand the truth behind problems and find solutions to them and you are determined to transform this industry - Impact: You prioritize rigorously and accomplish amazing amounts of important work - Customer Obsession: You care deeply about our customers and you go the extra mile to delight them - Accountability: You are motivated by having the space to make your best judgments about what should be done and how to do it Working at Kojo Salary: Your salary will be dependent upon many factors, including your experience level, skillset, market dynamics and balancing internal equity relative to other Kojo employees. The compensation and benefits information that we provide is based on Kojo’s good-faith estimate as of the date of the job posting and may be modified in the future. Benefits: This position is also eligible for a new hire equity grant and all US-based full time employees are eligible for our full suite of perks and benefits. For more information about our perks and benefits, check out https://www.usekojo.com/careers. Location: Kojo’s team members work from home 100% of the time across North and South America. If applicable, we’ll identify the travel and/or location-specific requirements of a position in the text above. Otherwise, team members can expect to work business hours congruent with their local time zone and remotely. Inclusive Workplace: Kojo values diverse perspectives and is committed to building an inclusive workplace. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we consider for employment qualified applicants with arrest and conviction records. We strongly encourage people from underrepresented groups to apply. Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of Kojo. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Kojo will never ask for any personal account information, such credit card details or bank account numbers, during the recruitment process.

• Drive net-new revenue through rigorous territory and account strategy • Lead multi-stakeholder sales cycles with clear deal plans and executive alignment • Translate operational pain points into quantified business outcomes • Partner cross-functionally with Sales Engineering, Product, and Leadership to win competitive deals • Represent Kojo as a trusted advisor and market voice within construction tech

• Making outbound calls to prospective customers to discover more about the pain in their business and how Kojo might be able to help them • Setting high quality meetings for our Account Executives with prospective customers • Achieving (or exceeding!) your monthly quota of meetings held and Sales-accepted opportunities • Following Kojo workflows and sales operations processes to ensure good funnel and prospect data • Acting as an ambassador of Kojo

About Kojo It's time to build. Whether it's creating more housing, upgrading our infrastructure, or adapting to climate change, one thing is clear: the construction industry is at the center of solving our biggest problems. We’re making buildings cheaper and easier to build by transforming the way commercial construction companies buy their materials. Join us. Founded in 2018, Kojo is now one of the fastest-growing construction technology companies in the world. Construction accounts for $10 trillion in global spend annually and we can’t live without its output - our roads, schools, hospitals, and offices. Despite this, there’s been very little innovation over the past 70 years in how materials - which constitute up to 40% of project costs - are bought and sold. This is our opportunity. About the Role The Mid-Market Onboarding Customer Success Manager will lead our mid-to-large market customers to successful adoption and long-term success with the Kojo platform by coordinating and delivering strategic implementation plans that meet customer business needs. This role will ensure continuous strategic alignment across teams and with customer contacts, and provide customized solutions to ensure a seamless customer experience. The Onboarding CSM must be an excellent project manager of their book of business and committed to seeing our customers adopt and succeed on our platform. This role will include: Leading the implementation process for Kojo’s customers quickly and with a high degree of responsiveness and service, as their main Kojo point of contact, including planning calls, product trainings, and regular engagement as needed to ensure successful results Effectively supporting ~20 concurrent implementation projects, ensuring all new Kojo customers receive a personalized and hands-on experience Conducting meetings and consultations with stakeholders to identify project requirements and define scope, deliverables, and timelines About You Are you a consultative project manager who thrives when they're meeting customers and providing valuable impact to the customers they are supporting? This may be a great role for you! What you’ve accomplished: 3+ years working in a customer onboarding and implementation role in SaaS, software, or technology-based environment; familiarity with construction industry a plus Experience conducting technical product trainings, both virtually and in person Rapid yet personalized implementation of a software product where metrics and success are based on time to value, adoption, and revenue retention Ability to prioritize solving customer problems while managing a large book of business Strong written and verbal communication skills in front of a variety of technical and non-technical audiences What you care about: Customer Obsession: You understand that what might be small things to us make a huge difference for them Passion: You care intensely about Kojo's success Impact: You are both fast-paced and detail oriented Innovation: You seek to understand the truth behind problems and find solutions to them This role is remote and requires occasional travel throughout the US and Canada (approximately 2-3 trips per quarter). Working at Kojo Salary: Your salary will be dependent upon many factors, including your experience level, skillset, market dynamics and balancing internal equity relative to other Kojo employees. The compensation and benefits information that we provide is based on Kojo’s good-faith estimate as of the date of the job posting and may be modified in the future. Benefits: This position is also eligible for a new hire equity grant and all US-based full time employees are eligible for our full suite of perks and benefits. For more information about our perks and benefits, check out https://www.usekojo.com/careers. Location: Kojo’s team members work from home 100% of the time across North and South America. If applicable, we’ll identify the travel and/or location-specific requirements of a position in the text above. Otherwise, team members can expect to work business hours congruent with their local time zone and remotely. Inclusive Workplace: Kojo values diverse perspectives and is committed to building an inclusive workplace. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we consider for employment qualified applicants with arrest and conviction records. We strongly encourage people from underrepresented groups to apply. Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of Kojo. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Kojo will never ask for any personal account information, such credit card details or bank account numbers, during the recruitment process.