Growth and Partnerships (Mid-Market)

About Luminai

At Luminai, we develop technology to reliably migrate and manage enterprise business processes with scalable automation infrastructure, using safe and effective AI. We're working hard to help people spend less time on repetitive monotonous tasks that a computer could do, and instead let them focus on things that matter. Luminai is revolutionizing the way in which operational teams get work done, by developing and deploying more efficient ways to complete activities. You'll be working on cutting edge software with a team of people who are supportive and collaborative, and care a lot about details.

About the role

As one of our first sales team members, you’ll play a foundational role in building Luminai’s go-to-market strategy and fostering our truly consultative sales culture. As a member of the Growth and Partnerships (Mid-Market) team, you are expected to have a deep understanding of the product, and lead all sales efforts within your assigned segment, including prospect identification, lead generation, sales calls, handling the sales cycle, proposal, and contract negotiation through deal closure. You’re expected to meet sales goals while delivering the highest standard of integrity, quality, and customer service to our clients.

Your primary responsibilities include prospecting, qualifying, selling and closing new business. This position will be responsible for selling into mid-market customers and is considered a B2B SaaS specific role. As an early member of the team, you'd have a significant runway to out-perform goals and earn above targets.

This is a hybrid position, with an expectation of some set in-office work days each week. Our office is located in San Mateo, California.

What you'll do

  • Grow Revenue – Meet or exceed your quarterly targets and projected annual revenue goals

  • Generate Pipeline – Generate 4x pipeline of your quota, forecasting accurate and feasible pipeline opportunities; Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company

  • Understand Deal & Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems

  • Execute within the Sales Cycle – Demonstrate a strong understanding of Luminai solutions and the necessary combinations of solutions for accurate client proposal generation; Demonstrate ability to develop and lead a holistic sales cycle; Demonstrate your ability to individually create and deliver client proposals; Demonstrate ability to personally close business.

  • Account Planning – Effectively execute Account Planning as well as appropriate follow up actions. 

  • Thought Partner – Build trust with our clients and serve as a subject matter expert and trusted advisor on automation strategies for their organizations

  • Be a Student of Our Space – Maintain a real-time understanding of the competitive landscape to assist in figuring out win-based proposals and pricing

  • Prompt Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.

  • Positive Attitude and Effort – Creatively approach issues and opportunities.  Put the effort in that is required and exhibit a can-do attitude. 

Who we're looking for:

  • 5+ years of experience in sales

  • Early stage / founding salesperson experience is a plus

  • You've seen high growth success at a prior company – less than $2M in ARR up to $10M+

  • Proven track record in business application software sales

  • Experience selling to healthcare is a plus 

  • Consistent demonstration of over-attainment of quota 

  • Experienced in closing deals in the $80k-$250k range

  • Clear, concise, and structured thinking for your sales process and method

  • Exhibit clarity, accuracy, frequency and professionalism in all forms of communication. 

  • A high level of motivation to meet and exceed goals – we have an influx of interest in our product and are looking for someone who is excited to be compensated well for top performance.

Benefits & Perks:
  • Comprehensive health care benefits (medical, dental, vision)
  • Flexible paid time off + 9 paid company holidays
  • Financial planning support (401K, HSA, DSA)
  • 12 weeks primary-caregiver parental leave; 6 weeks secondary-caregiver parental leave
  • Stipends for mental and physical wellness
  • Work laptop


San Mateo, CA

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