Account Executive

Luminance; Sydney; On-site; AUD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive salary with OTE

Sydney office location

Private health insurance

Enhanced maternity/paternity policies

Job summary

Luminance, the pioneer of Legal-Grade AI for enterprise, is hiring an Account Executive in Sydney to join a fast-growing global team. You will own the full sales cycle from prospecting to close and demonstrate the platform to senior stakeholders at mid-market and enterprise clients, with opportunities to travel internationally.

The ideal candidate has 3+ years of sales experience, a proven quota record, and thrives in a fast-moving startup.

Qualifications

• 3+ years of sales experience managing the full sales cycle, from prospecting to closing.
• Experience in an early-stage company and navigating fast-growing environments.
• Proven track record of consistently exceeding quota and winning new business.
• Ability to manage multiple stakeholders and build relationships with senior decision-makers.
• Exceptional verbal and written communication abilities.
• Familiarity with sales frameworks such as MEDDICC, Challenger, or Command of the Message.
• Right to work in Australia.
• Bachelor's or master's degree from a Top 200 Global University.

Responsibilities

• Own your number and manage the full sales cycle from initiation to close with mid-market corporates.
• Build and progress a strong pipeline via inbound/outbound, with a tight, repeatable sales process.
• Engage senior decision-makers including General Counsel, operations, procurement, finance, IT, and executives.
• Deliver impactful product demonstrations and presentations to move deals forward.
• Collaborate with Sales Development, Solutions Engineering, Marketing, Product and Customer Success.
• Refine mid-market sales motion and GTM processes, documenting best practices to scale.

Skills

Sales experience

MEDDICC

Challenger

Command of the Message

Education

Bachelor's or Master's from Top Global University

Job description

This is a fantastic opportunity to join Luminance, the pioneer of Legal-Grade™ AI for enterprise.Backed by internationally renowned VCs and named in both the Forbes AI 50 list of ‘Most Promising Private AI Companies in the World’ and Inc. 5000’s ‘Fastest Growing Companies in America’, Luminance is disrupting the legal profession around the globe.

The Account Executive role presents the opportunity to work with senior teams at a wide range of companies – from multinational law firms and manufacturing companies to global retailers and pharmaceutical giants. With significant commission-earning potential, this role will suit ambitious candidates who enjoy working within meritocratic environments where talent is spotted early and fast-tracked.
Account Executives will have knowledge of the product and how it can be of benefit to lawyers, as well as be able to give demonstrations on the site. The ideal candidate will be outgoing and have a natural ability to build a rapport with customers, maintaining excellence in every interaction. This role also includes the opportunity to travel internationally, attending events and meeting with prospective customers and customers alike.

Responsibilities

As an AE, you will:

• Own your number and manage the full sales cycle from initiation to close, partnering with mid-market corporates to succeed in the age of AI.
• Build and progress a strong pipeline through a mix of inbound and outbound efforts, running a tight, repeatable sales process.
• Build relationships with senior decision-makers, including General Counsel, legal operations leaders, procurement leaders, finance leaders, IT leaders and business executives.
• Deliver impactful product demonstrations and presentations that move deals forward and drive adoption.
• Collaborate cross functionally with Sales Development, Solutions Engineering, Marketing, Product and Customer Success teams to ensure our platform aligns with customer needs and continues to develop at pace.
• Contribute to refining our mid market sales motion and GTM processes, documenting best practices to help us scale effectively.

Requirements

• 3+ years of sales experience managing the full sales cycle, from prospecting to closing.
• You have previously worked in an early-stage company and you know how to navigate and be successful in a fast-growing organisation.
• Proven track record of consistently exceeding quota and winning new business.
• Ability to manage multiple stakeholders and build relationships with senior decision-makers.
• Exceptional verbal and written communication abilities.
• Familiarity with sales frameworks such as MEDDICC, Challenger, or Command of the Message.
• Right to work in Australia.
• Bachelor's or master's degree from a Top 200 Global University.

Benefits

• Competitive salary and OTE.
• Sydney office location and opportunity for international business travel.
• Private health insurance.
• Enhanced maternity and paternity policies.
• Paid sabbatical opportunities after 4 years' service.
• Annual learning and development budget of $2750 USD per employee to empower our team members to elevate their potential.