Founding Lead Account Executive (Cambridge, MA)
Founding Lead Account Executive (Cambridge, MA)
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Job Description
About Yuma AI:
Yuma is building a complete orchestration platform that deploys autonomous AI agents dedicated to customer support in e-commerce. We are one of the leaders in this space and we offer one of the most advanced platforms to date supporting over 100 paying customers. Our agents replicate human capabilities by taking actions and retrieving information from external services as needed.
Our top merchants automate over 80% of their support tickets through Yuma.
Yuma was founded by Guillaume Luccisano a 3rd time YC founder and now boasts a team of 20 highly dedicated talented people driven to deliver the best value to our customers through AI.
Location: Cambridge MA (in-office 4 days a week) (Kendall MIT)
Position Overview
We have productmarket fit and early wins in the US but our gotomarket engine is still in its infancy. You will step in as the lead Account Executive ramping revenue as an individual contributor while building the sales playbook processes and tooling from the ground up. Once you repeatedly exceed targets youll spearhead hiring and mentoring to scale a highperforming sales team.
Key 12-Month Outcomes
Build a $2.5M qualified pipeline 80% self-sourced.
Close $650K in new annual recurring revenue across about 25 customers (average $15K$25K ACV with potential deals up to $100K).
Document a repeatable sales playbook and hire 2 additional AEs.
Core Responsibilities
Market development: Map target verticals build a 200-account list and prioritize based on ICP signals.
Pipeline generation: Spend 80% of your time on outbound prospecting using multi-channel cadences and AI personalization tools (ChatGPT Apollo Outreach).
Full-cycle selling: Manage discovery demo economic justification negotiation close and renewal.
Forecasting: Maintain accurate pipeline hygiene and reporting in HubSpot.
Feedback loop: Capture voice of customer and relay insights to product and marketing.
Team building: Interview and mentor future sales hires; instill a metrics-driven culture.
Compensation
Quota (year 1): $650K in new ARR.
OTE: $150K$180K.
Accelerators: Uncapped 1.5x payout on revenue above quota.
Equity: early-employee grant.
Requirements
3 to 7 years of full-cycle B2B SaaS closing experience in AI data or ecommerce technology.
Prior experience in ecommerce is a must.
Documented 120% quota attainment across at least 2 fiscal years.
Demonstrated ability to self-source 70% of pipeline.
Fluent with modern sales tech stack: HubSpot LinkedIn Sales Navigator ZoomInfo Gong plus AI tools for research and outreach.
Builder mindset: thrives in ambiguity acts autonomously and has a strong bias for action.
Clear concise communicator who can translate technical value into business impact for VP and C-level buyers.
You are leveraging AI extensively already in your day-to-day.
In-office 4 days a week at Kendall MIT Cambridge MA.
Nice to Have
Prior experience as first or early AE at a seed or Series A startup.
Formal sales methodology training (MEDDICC Command of the Message Sandler).
OUR CULTURE
Please if you are considering applying first read our culture page: Experience:
IC
Employment Type
Full-Time
