Cekura Verified
Security Services, Elder Care Technology, IoT
Founding Account Executive
San Francisco, California, United StatesOnsiteFull Time$100,000–$199,998 /yrPosted 2 months agoHidden Gem · YC Startup
Role summary
We are seeking a Founding Account Executive to architect and scale our Go-to-Market engine from $1M to $10M ARR. This role requires a builder, not just a closer, who will write our sales playbook. Responsibilities include architecting outbound workflows using tools like Clay and Apollo, identifying buyer triggers for signal-based prospecting, and ensuring data hygiene. You will own full-cycle sales, conduct technical discovery with engineering leaders, and travel for client meetings and conferences. The ideal candidate has 3+ years of B2B SaaS sales experience, is a power-user of sales tools, technically fluent, and possesses founder DNA. Bonus points for AI automation experience and prior startup scaling.
We are a close-knit, high-talent-density team (IIT Bombay, IIT Delhi, IIT Kanpur, CMU, Purdue alumni) and have grown \~7x in the last 7 months. We are looking for our Founding Account Executive to scale to next level. Not looking just for a closer, but a builder who will architect our GTM engine from $1M to $10M ARR. You won't just follow a playbook; you will write it.
### What You Will Do
**1. Lead Generation Architecture**
* **Build the Stack:** Architect automated outbound workflows using **Clay, Apollo, Instantly, and LinkedIn**.
* **Signal-Based Prospecting:** Identify "buyer triggers" (new hires, tech stack shifts, GitHub activity) to ensure outreach is timely and problem-centric.
* **Data Hygiene & Governance:** Own the "Source of Truth." Ensure 100% lead accuracy, zero-bounce deliverability, and automated CRM enrichment to prevent pipeline decay.
**2. Revenue Execution**
* **Technical Discovery:** Lead deep-dives with CTOs and Heads of Engineering.
* **Full-Cycle Ownership:** Drive the process from first touch to technical validation, negotiation, and closing.
* **Field Presence:** Travel and represent Cekura in-person at Customer offices and Industry conferences.
**3. Sales Playbook**
* **Founder/Marketing Sync:** Productize "founder-led magic" into repeatable scripts; turn marketing content into high-intent lead lists.
* **SDR Leadership:** Direct top-of-funnel strategy for SDRs/vendors to ensure lead quality aligns with our ICP.
* **GTM Documentation:** Write the "Cekura Sales Playbook" (objection handling, qualification frameworks) to enable 1-to-10 scaling.
### **Requirements**
* **3+ Years in B2B SaaS Sales:** Proven track record of hitting/exceeding quotas.
* **Sales Tool "Power-User”:** You don't just use tools; you build workflows. You treat prospecting like an engineering problem.
* **Technical Fluency:** Comfortable discussing APIs and AI infrastructure with engineering leaders.
* **Founder DNA:** High agency, comfortable with ambiguity, and obsessed with clean data.
**Bonus**
* **AI-Native:** You use Claude Code or Python to automate your own workflow.
* **Strong communication and storytelling ability.**
* **1 to 10 or previous startup experience:** Experience scaling a product toward $10M ARR.
### **What We Offer**
* **Aggressive Comp:** Generous commission with transparent accelerators and performance triggers.
* **Founding Equity:** Meaningful equity in a top-tier technical team.
* **First Sales Hire:** Direct path to GTM leadership; you define the culture and the stack.
* **Validated Momentum:** We have a clear ICP and 70% of our pipeline is historically Inbound/Marketing-driven. You aren't guessing; you're systematizing a proven product-market fit.
* **Tooling & Learning Stipend:** Access to premium tools (**Cursor, Clay, Navigator)** to ensure you stay at the bleeding edge of AI-driven GTM.
### What You Will Do
**1. Lead Generation Architecture**
* **Build the Stack:** Architect automated outbound workflows using **Clay, Apollo, Instantly, and LinkedIn**.
* **Signal-Based Prospecting:** Identify "buyer triggers" (new hires, tech stack shifts, GitHub activity) to ensure outreach is timely and problem-centric.
* **Data Hygiene & Governance:** Own the "Source of Truth." Ensure 100% lead accuracy, zero-bounce deliverability, and automated CRM enrichment to prevent pipeline decay.
**2. Revenue Execution**
* **Technical Discovery:** Lead deep-dives with CTOs and Heads of Engineering.
* **Full-Cycle Ownership:** Drive the process from first touch to technical validation, negotiation, and closing.
* **Field Presence:** Travel and represent Cekura in-person at Customer offices and Industry conferences.
**3. Sales Playbook**
* **Founder/Marketing Sync:** Productize "founder-led magic" into repeatable scripts; turn marketing content into high-intent lead lists.
* **SDR Leadership:** Direct top-of-funnel strategy for SDRs/vendors to ensure lead quality aligns with our ICP.
* **GTM Documentation:** Write the "Cekura Sales Playbook" (objection handling, qualification frameworks) to enable 1-to-10 scaling.
### **Requirements**
* **3+ Years in B2B SaaS Sales:** Proven track record of hitting/exceeding quotas.
* **Sales Tool "Power-User”:** You don't just use tools; you build workflows. You treat prospecting like an engineering problem.
* **Technical Fluency:** Comfortable discussing APIs and AI infrastructure with engineering leaders.
* **Founder DNA:** High agency, comfortable with ambiguity, and obsessed with clean data.
**Bonus**
* **AI-Native:** You use Claude Code or Python to automate your own workflow.
* **Strong communication and storytelling ability.**
* **1 to 10 or previous startup experience:** Experience scaling a product toward $10M ARR.
### **What We Offer**
* **Aggressive Comp:** Generous commission with transparent accelerators and performance triggers.
* **Founding Equity:** Meaningful equity in a top-tier technical team.
* **First Sales Hire:** Direct path to GTM leadership; you define the culture and the stack.
* **Validated Momentum:** We have a clear ICP and 70% of our pipeline is historically Inbound/Marketing-driven. You aren't guessing; you're systematizing a proven product-market fit.
* **Tooling & Learning Stipend:** Access to premium tools (**Cursor, Clay, Navigator)** to ensure you stay at the bleeding edge of AI-driven GTM.
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