Founding Lead Account Executive, Yuma AI

• 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

Desirable

• We have product‑market fit and early wins in the US, but our go‑to‑market 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, you’ll spearhead hiring and mentoring to scale a high‑performing sales team
• 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
• 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
• Quota (year 1): $650K in new ARR