Karumi Verified
Software Development, Mobile Development, IT Consulting
Founding AE
New York, New York, United StatesOnsiteFull Time$200,000–$300,000 /yrPosted 3 days agoHidden Gem · YC Startup
Role summary
Karumi is seeking a Founding Account Executive to join their Y Combinator-backed AI company. This role will own the full sales cycle, from prospecting to closing B2B SaaS customers, and will be instrumental in building the company's sales playbook from scratch. The ideal candidate has 5+ years of experience closing B2B SaaS deals, preferably in early-stage startups, and is comfortable selling a technical AI product. This is a founding GTM hire with significant impact on pricing, messaging, and future team building, offering a competitive salary, OTE, and meaningful equity. The position is based in New York City and requires onsite work.
Karumi is building an AI agent that joins video calls and delivers live, interactive product demos autonomously — answering questions, navigating the product in a real browser, and booking follow-ups, 24/7 and in any language. We're a Y Combinator company with real traction (thousands of demos delivered and a growing book of paying B2B SaaS customers) and we're now hiring our founding go-to-market team.
As our **Founding Account Executive**, you'll own the full sales cycle and help us turn strong inbound demand and an outbound motion into closed revenue. You'll be the first dedicated sales hire, working directly with the founders to define our playbook from the ground up.
**What you'll do**
* Own the full cycle: prospect, qualify, run discovery, demo, negotiate, and close B2B SaaS customers.
* Build and refine the sales playbook — messaging, qualification criteria, objection handling, and pricing conversations.
* Run an outbound motion to larger SaaS players while converting high-intent inbound leads.
* Partner with the founders and engineering on customer needs, feedback, and deployment.
* Keep CRM (HubSpot) clean and use call/demo data to sharpen the funnel.
**Who you are**
* 5+ years closing B2B SaaS deals, ideally at an early-stage / high-growth startup.
* Comfortable selling a fast-evolving, technical AI product to technical and GTM buyers.
* Self-directed and happy operating with little structure — you build the process, not inherit it.
* Strong discovery and demo instincts; you can run a deal end to end.
* Excited about AI agents and the future of how software is sold.
**Your First 90 Days**
* **By day 30:** you'll have led 20 live demos and closed your first $10K+ deal.
* **By day 60:** you'll be running the full cycle independently and feeding real deal insights back into our pricing and messaging.
* **By day 90:** you'll have codified our objection-handling wiki — the playbook that trains both the team and the Karumi agent on how to handle the questions that come up in every deal.
**Why Karumi**
* Founding seat on the GTM team at a YC-backed, revenue-generating AI company.
* Direct impact on the playbook, pricing, and the team you'll eventually help build.
* **$100–140K base with $200–300K OTE, plus meaningful founding-level equity**. Based in New York, in office.
**The Team**
Karumi was founded by Pablo Omeñaca and Toni López, who previously built StackAI together — Pablo as founding engineer and then COO leading customer implementations, and Toni as an early engineer building its agentic systems. They helped grow StackAI from early revenue to roughly $10M ARR.
As our **Founding Account Executive**, you'll own the full sales cycle and help us turn strong inbound demand and an outbound motion into closed revenue. You'll be the first dedicated sales hire, working directly with the founders to define our playbook from the ground up.
**What you'll do**
* Own the full cycle: prospect, qualify, run discovery, demo, negotiate, and close B2B SaaS customers.
* Build and refine the sales playbook — messaging, qualification criteria, objection handling, and pricing conversations.
* Run an outbound motion to larger SaaS players while converting high-intent inbound leads.
* Partner with the founders and engineering on customer needs, feedback, and deployment.
* Keep CRM (HubSpot) clean and use call/demo data to sharpen the funnel.
**Who you are**
* 5+ years closing B2B SaaS deals, ideally at an early-stage / high-growth startup.
* Comfortable selling a fast-evolving, technical AI product to technical and GTM buyers.
* Self-directed and happy operating with little structure — you build the process, not inherit it.
* Strong discovery and demo instincts; you can run a deal end to end.
* Excited about AI agents and the future of how software is sold.
**Your First 90 Days**
* **By day 30:** you'll have led 20 live demos and closed your first $10K+ deal.
* **By day 60:** you'll be running the full cycle independently and feeding real deal insights back into our pricing and messaging.
* **By day 90:** you'll have codified our objection-handling wiki — the playbook that trains both the team and the Karumi agent on how to handle the questions that come up in every deal.
**Why Karumi**
* Founding seat on the GTM team at a YC-backed, revenue-generating AI company.
* Direct impact on the playbook, pricing, and the team you'll eventually help build.
* **$100–140K base with $200–300K OTE, plus meaningful founding-level equity**. Based in New York, in office.
**The Team**
Karumi was founded by Pablo Omeñaca and Toni López, who previously built StackAI together — Pablo as founding engineer and then COO leading customer implementations, and Toni as an early engineer building its agentic systems. They helped grow StackAI from early revenue to roughly $10M ARR.
