Strategic Account Executive (Insurance Solutions)

About Luma Financial Technologies

Founded in 2018, Luma Financial Technologies (“Luma”) has pioneered a cutting-edge fintech software platform that has been adopted by broker/dealer firms, RIA offices, and private banks around the world. By using Luma, institutional and retail investors have a fully customizable, independent, buy-side technology platform that helps financial teams more efficiently learn about, research, purchase, and manage alternative investments as well as annuities. Luma gives these users the ability to oversee the full, end-to-end process lifecycle by offering a suite of solutions. These include education resources and training materials; creation and pricing of custom structured products; electronic order entry; and post-trade management. By prioritizing transparency and ease of use, Luma is a multi-issuer, multi-wholesaler, and multi-product option that advisors can utilize to best meet their clients’ specific portfolio needs. Headquartered in Cincinnati, OH, Luma also has offices in New York, NY, Miami, FL, Zurich, Switzerland and Lisbon, Portugal . For more information, please visit Luma’s website

About the role

We seek a highly motivated Strategic Account Executive, with demonstrated success selling or positioning annuities and life insurance solutions into enterprise wealth and advisory firms. As a Strategic Account Executive, you will drive revenue growth by landing new enterprise clients and expanding existing relationships through upselling new solutions (SKUs) to existing clients or new solutions developed by our product organization. Your territory will focus on the U.S. enterprise wealth management space, engaging with RIAs, Dually Registered (BD + RIA) firms, Trust Companies, and Private Banks to deliver our fintech solutions. Note: Candidates without proven wealth management industry experience, selling or positioning annuities and life insurance solutions, will not be considered.

This role is designed for a high-impact sales professional with deep industry expertise, a consultative selling approach, and the ability to navigate more complex enterprise sales cycles. You will be responsible for owning the full sales motion from prospecting through close, as well as working with our Channel Managers, Relationship Management and Customer Support & Success teams, to drive expansion opportunities in existing accounts.

Importantly, the ideal candidate will bring a strong background in positioning annuities and life insurance sales into wealth management and advisory channels, with proven ability to translate product value into retirement and protection strategies.

What you'll do

Land New Enterprise Clients

• Own the full sales cycle from prospecting to contract execution, targeting RIAs, Dually Registered (aka “Hybrid”) firms, Trust Companies, and Private Banks with AUM that ranges from $300M - $3T
• Develop and execute account strategies that align with clients' business objectives and technology needs.
• Engage C-suite and senior decision-makers to drive urgency and demonstrate business impact.

 Expand Existing Client Relationships (New SKUs & Solutions)

• Identify and close expansion opportunities within existing clients by introducing new product offerings and modules.
• Partner with Relationship Managers and Customer Success to map client needs to additional solutions.
• Execute multi-threaded sales strategies to drive cross-sell and upsell growth.

 Develop Executive-Level Trusted Relationships

• Position yourself as a strategic advisor by understanding enterprise wealth firms’ challenges and demonstrating how our solutions create measurable business outcomes.
• Lead high-impact executive engagements, including business case development and enterprise transformation discussions.
• Build long-term relationships with key decision-makers and influencers across wealth firms.

 Drive a Consultative Sales Process

• Use a consultative sales methodology to uncover client pain points, align solutions, and drive urgency.
• Navigate complex procurement cycles, including compliance, legal, and IT approvals.
• Coordinate with internal teams (product, channel leadership, marketing, legal, finance) to ensure seamless deal execution.

Pipeline Generation & Market Expansion

• Build and maintain a strong pipeline of enterprise prospects through targeted prospecting, networking, and industry engagement.
• Partner with marketing to develop and refine messaging, thought leadership content, and demand generation initiatives tailored to enterprise wealth firms.
• Attend and participate in key industry events and conferences to expand reach and establish thought leadership.

Revenue & Performance Accountability

• Consistently achieve and exceed quota for new business (Land) and upsell (Expand) revenue targets.
• Accurately forecast deals and manage pipeline health through CRM discipline.
• Provide market intelligence and competitive insights to help refine product positioning and GTM strategy.
• Consistently gathers and inputs accurate commercial and operational details—including volume commitments, start dates, implementation milestones, and usage assumptions—ensuring revenue recognition aligns with client go-live and adoption timelines, and enabling reliable ARR forecasting

Qualifications

• Deep domain expertise in U.S. Enterprise Wealth Management, with proven experience selling SaaS and fintech solutions to: RIAs, Dually Registered (BD + RIA) firms, Trust Companies, and Private Banks
• Demonstrated success selling or positioning annuities and life insurance solutions into enterprise wealth and advisory firms
• 10+ years of enterprise fintech sales experience, with a strong track record of exceeding quota
• Proven ability to close high-value deals ($50K-$2M+ ACV/ACV) with short-to-medium sales cycles (3-9 months)
• Expertise in consultative selling methodologies, using MEDDIC/MEDDPIC
• Strong executive presence and ability to engage and influence C-suite stakeholders
• Exceptional relationship-building and strategic account planning skills.
• Experience working cross-functionally with product, marketing, and customer success teams to drive account growth.
• Ability to travel for client meetings, industry events, and internal team engagements.