Account Executive

2 weeks ago

New York, New York, United States Luminary Full time
About Luminary

Luminary is a pioneering company that empowers financial advisors to seamlessly connect their clients' assets with philanthropic and generational gifting goals. With the transfer of over $80 trillion expected between generations in the coming decades, high net worth asset owners are seeking advisors who can lead them through this process. However, more than 70% of these clients feel a significant gap between the services they expect and what they are receiving.

The root of this disconnect lies in the lack of integrated systems, making the delivery of trust and estate advice costly and cumbersome. Luminary's cutting-edge collaboration platform brings together wealth, legal, and tax advisors to streamline complex workflows. It's time to bring technology-led efficiency and access to legacy planning.

Luminary's founding team boasts deep experience in this space and in building successful software businesses. Our team has driven innovation at industry-leading companies, including AllianceBernstein, Blend, ChanZuckerberg, Peloton, Compass, Databricks, and Goldman Sachs.

Luminary is backed by prominent venture capital investors, esteemed wealth management firms, and several family offices. We're supported by a group of respected advisors who are active in the trust and estate industry.

The Opportunity

As a Sales Representative at Luminary, you will play a pivotal role in a rapidly growing startup developing a greenfield market. You will establish new customer relationships by developing deep and trusting connections 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 serve as the voice of the customer and will need to be a dynamic communicator who can distill market insights to internal stakeholders.

Key Responsibilities
  • 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.
Requirements
  • 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-solving skills, and an action-oriented approach. 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 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
  • 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.

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