About Luminary Luminary powers how advisors connect their client's financial assets with generational gifting and philanthropic giving goals. Some $80 trillion will pass between generations in the decades ahead - and high net worth asset owners say they want their advisors to lead them through this process. However, more than 70% of these clients feel there is a large gap between the services they expect and what they are receiving. At the heart of this disconnect is the lack of integrated systems - making delivery of trust & estate advice costly and cumbersome. Luminary's collaboration platform brings together wealth, legal, and tax advisors to scale complex workflows. The time has come to bring technology-led efficiency and access to legacy planning. Luminary's founding team has deep experience in this space, and in building successful software businesses. Our team has experience driving innovation at industry leading companies including AllianceBernstein, Blend, ChanZuckerberg, Peloton, Compass, Databricks, and Goldman Sachs. Luminary is backed by leading venture capital investors, prominent wealth management firms, and several family offices. We're supported by a group of esteemed advisors who are active in the trust & estate industry. The Opportunity As an Account Executive at Luminary, you will play a pivotal role in a rapidly growing startup developing a greenfield market. You will open new customer accounts by developing deep and trusting relationships with C-level executives who have technical expertise in wealth strategies. In doing so, you will build on the momentum we are seeing in response to our product. Achieving sales goals will require strong skills in communication, pipeline management, and leveraging team assets. Candidates must be excited by the prospect of interacting with multiple layers of a customer organization including executives, end users of the product, and operations staff. You will act as the voice of the customer and will need to be a dynamic communicator who can distill market insights to internal stakeholders. This role offers unmatched upward mobility for low-ego high performers. You will be part of a matrix structure reporting to our Head of Commercial, and working intimately with our CEO. What you'll do
- Grow top-line revenue by driving the end-to-end sales process from pipeline creation to close
- Become the face of Luminary to the customer and build deep relationships with stakeholders
- Identify and qualify new business opportunities through research, networking, and cold outreach
- Track sales funnel KPIs and provide periodic recommendations to improve performance
- Develop sales playbooks and refine sales processes based on learnings
- Deeply understand customer problems and uplevel our current messaging to drive buying urgency
- Enhance Luminary's value proposition using customer feedback to address market needs
- Partner with marketing to create content that can be leveraged to articulate the value of Luminary to new and existing customers
- Lead the conference strategy to ensure both customers and Luminary benefits from our attendance
- Partner with our founders to define channel partnerships and future growth opportunities
Qualities we'd be excited to see in an applicant:
- You have 8-12 years of experience, with a mixture of software sales and wealth management experience
- You've had annual quotas of $1m or annual contract values of $50k+
- You have experience with complex, multi-stakeholder long sales cycles
- You are a polished communicator who has a track record of bringing on both early adopters to a new platform
- You have experience and are comfortable working in a complex and regulated industry
- You operate with high levels of agency, excellent problem solver, and action-oriented. You can be given an objective and independently develop ways to achieve it
Why you'll love working here...
- You'll have a rare opportunity to work alongside our CEO, and cofounders to learn from industry and tech leaders with decades of experience
- You'll be a part of a small and nimble team where your work has measurable impact to the business' success
- You're excited to be part of laying down the foundational work that will define the future of our GTM function
- You enjoy a fast-paced environment where we're constantly shipping new product, and learning from customers and prospects
Benefits we offer We're a very young company, but we believe firmly that happy, healthy employees will do their best work.
- 100% employee health insurance coverage (plus 50% dependent coverage)
- Monthly wellness stipend
- Unlimited PTO
- 401(k) plan
- Parental leave policy
Compensation
- You will need to work from our NYC or SF office at least 3 days a week
- Base salary range of $140-180k with an OTE range of $280-360k, plus meaningful equity.
- Uncapped commission - you will be eligible to earn unlimited commission based on sales performance.
- Actual compensation package is dependent upon many factors such as experience, and skillset.