Braun Board

Account Executive

Luminance · Toronto, ON, Canada

Base
Not disclosed
OTE
Not disclosed
Quota attainment
Not disclosed
Posted
6mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Luminance's careers page

The job

What you'd do
Sell Luminance's Legal-Grade AI to large enterprises such as multinational law firms, manufacturers and pharma companies. You prospect for new business, own key accounts, and give product demos.
Who you'd sell to
Still reading the posting. Check back within the hour.
Where deals come from
Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay
No pay listed at all.
Transparency
Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market
Open 185 days. Ask why it's been hard to fill.
Company hiring
3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

  • Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

  1. 1.

    This role has been open a while. What's made it hard to fill?

    The answer tells you what candidates saw that made them walk.

  2. 2.

    What percentage of fully ramped reps hit quota last year?

    OTE is what you could earn. This is how likely you are to earn it.

  3. 3.

    What percentage of reps on the team have been here more than 18 months?

    Tenure shows whether people stay long enough to get paid.

  4. 4.

    Has the comp plan changed in the last 12 to 18 months? What changed?

    A plan that changes every year means the goalposts keep moving.

  5. 5.

    Who sits with reps and reviews calls each week?

    Coaching is often what's behind a good or bad attainment number.

  6. 6.

    Why is this role open? Did someone leave, or is it new?

    New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

  1. 1.

    Can I see the full comp plan in writing, including clawbacks and accelerators?

    What's in writing is what gets paid. Read it before you sign.

  2. 2.

    Can I see the actual comp distribution for the team last year, not just the OTE?

    The spread shows what most reps really take home. OTE is just the target.

  3. 3.

    I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?

    Leaving money behind is a fair reason to ask. The worst answer is no.

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Full posting
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: - Prospect accounts and pitch for new business - Oversee and grow the Luminance’s relationships with our large international client base - Own specific client relationships - Understand the client’s business and develop strategies and processes to increase the use of Luminance within each organisation Requirements - Bachelor's or master’s degree from a Top 200 Global University, with a GPA of 3.5 or above (US) or 2:1 or above - Motivated self-starter with a focus on over-quota performance - Articulate, charismatic and confident in a customer-facing role, with ability to present to individuals with varying degrees of knowledge - Excellent customer facing and communication skills - European languages (particularly French, German, Spanish, Italian, Portuguese and Dutch) are desirable, but not essential
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