About Luminary
Luminary is a data and collaboration platform purpose built for wealth transfer services.
More than $100 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 report a large gap between the services they expect and what they are receiving.
At the heart of this disconnect is the lack of integrated technology systems – making delivery of wealth transfer advice and services costly and cumbersome. Luminary’s AI powered platform brings together wealth, legal, and tax advisors to help them deliver deeper insights, create capacity to touch more clients, and differentiate their businesses for growth.
Our customers are leaders in the delivery of tax efficient wealth transfer guidance for complex clients, including investment managers, professional services practices, and family offices. Luminary’s founders have deep experience in this space and in building successful software businesses.
Luminary is led by CEO David Barnard, former Head of Private Wealth at AllianceBernstein. We are backed by leading venture capital investors, prominent wealth management firms, and several family offices.
The Opportunity
As an Account Executive at Luminary, you will play a pivotal role in a rapidly growing an early stage company in a greenfield market.
You will open new customer accounts by developing deep and trusting relationships with end users 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 marketplace 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 CEO.
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 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 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.
Top Skills
What We Do
More than $100 billion in family and philanthropic giving capacity is created each year. But flaws in the current process impose over a billion in annual costs in order to access it. We are building the first product for wealth managers to automate the complex, and inefficient estate planning process
Luminary is a data and collaboration platform purpose built for trust & estate services.
Our software digitizes information otherwise trapped in original documents, and connects it with applications for visualization, what-if analysis, tax value creation tracking, and custom reporting. We also enable third-parties to work seamlessly in service of a shared client.
Luminary’s customers are leaders in the delivery of trust & estate outcomes for complex clients, including wealth managers, professional services practices, and family offices.
Luminary is founded by David Barnard (CEO), former Head of Private Wealth at AllianceBernstein, and Joe Lonsdale (Chair), managing partner at 8VC and co-founder of Addepar and Palantir, among other companies. We are backed by leading venture capital investors, prominent wealth management firms, as well as several family offices.
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