Account Executive

About this role

About Luminary

Luminary is an AI-native system of action for wealth transfer services.

High net worth households controlling more than $90 trillion in assets are meaningfully underserved by technology that was built for the mass market. As private client investment and banking products have commoditized, these clients are looking for more tax and wealth transfer advice which has previously been impossible to deliver at scale.

Luminary solves this problem by transforming complex estate planning and ownership documents into a structured, proprietary data asset that powers verticalized, agent-driven workflows for tax and wealth transfer services. Our built-in multi-firm collaboration connects a client's full advisor ecosystem and is the core infrastructure that enables our customers to deliver a highly personalized, end-to-end wealth transfer service offering at scale.

Our 1,000+ customers are leaders across the private client services ecosystem — including wealth managers from exclusive multi-family offices through top private banks and trust companies, national tax advisory practices, and law firms among the AM Law 100. Our focus and proprietary data positions us to rapidly expand from a wedge in wealth transfer advice into large, adjacent TAMs including trust administration and estate distribution.

Founded and led by CEO David Barnard, former Head of Wealth Management at AllianceBernstein, Luminary is backed by 8VC, Fin Capital, Rockefeller Capital, Focus Financial Partners, and several family offices.

The Opportunity

As an Account Executive at Luminary, you will be growing much more than product revenue. You will be laying the foundation a nascent industry that will define the future of private client services.

You will open new customer accounts by developing deep and trusting relationships with end users who have technical expertise in wealth transfer 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 marketplace insights to internal stakeholders.

This role offers unmatched upward mobility for low-ego high performers. You will report to the Head of Revenue.

What you'll do

- Grow top-line revenue by closing new customer logos

- Drive an end-to-end sales process from pipeline creation to close, leaning heavily into discovery questions and product demos as tools

- Become the face of Luminary to the customer and build deep relationships with stakeholders as a problem solver

- Deeply understand customer success criteria and up-level our current messaging to increase effectiveness and drive buying urgency

- Communicate customer feedback to help our R&D team better address market needs

- Partner with marketing to create content that can be leveraged to articulate the value of Luminary to new and existing customers

Qualities we'd be excited to see in an applicant

- You have 8-12 years of experience, with a mixture of B2B software sales and wealth management experience

- You've had annual quotas of $1m and 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 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

- You are REAL - Resilient, Empathetic, Accountable, and Low-Ego

Why you’ll love working here

- You will represent a leading edge vertical AI application that is defining a new product category and will transform an industry

- You’ll have a rare opportunity to work alongside our CEO and co-founders 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 a GTM team that works closely together on strategy, developing commercial assets, and execution

- You enjoy a fast-paced environment where we’re constantly shipping new product based on learnings from customers and prospects

Benefits we offer

We believe firmly that happy, healthy employees will do their best work.

- 👩🏻‍⚕️ 100% employee health insurance coverage (plus 50% dependent coverage)

- 🧘🏽‍♀️ Monthly wellness stipend

- 🏖️ PTO

- 🛥️ 401(k) plan

- 🍼 Parental leave policy

- 🏢 NYC office where much of the team works 3+ days a week

Compensation

- 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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