Business Development Representative

Luminance · New York, NY

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 3mo 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

Apply on Luminance →

The job

What you'd do: Prospect and qualify senior decision-makers at enterprise and law firm accounts for Luminance's contract AI, through cold calling, email, LinkedIn, and social selling, then hand opportunities to AEs.
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 109 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.
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.
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.
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.
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.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
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.
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.
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.
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.

Josh's top five questions for any sales interview →

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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. Luminance is looking to hire into its Business Development team in New York. This team operates in a fast-paced, meritocratic work environment, and is responsible for identifying, engaging, and qualifying prospective customers for Luminance through a variety of methods. A role that offers significant commission-earning potential, the Business Development team is critical in generating high-quality new business opportunities for the company. Developed by AI experts from the University of Cambridge, Luminance’s Legal-Grade™ AI automates and augments every touchpoint a business has with its contracts. Its Mixture of Experts approach, known as the “Panel of Judges,” uses probabilistic consensus to ensure legal-grade accuracy during contract generation, negotiation, and post-execution analysis. Trusted by over 700 customers in 70+ countries, including a quarter of the world’s largest law firms and multinational organizations across industries, from AMD and National Grid to LG Chem and DHL, Luminance’s end-to-end platform brings specialist AI to wherever computer meets contract. Business Development Representatives at Luminance are confident, entrepreneurial self-starters with a natural ability to build rapport and open doors with senior decision-makers. This is a high-impact role with strong commission potential, suited to ambitious individuals who thrive in fast-paced, meritocratic environments where performance is recognized early and progression follows. Responsibilities - Engage prospective customers and leads, converting interest into qualified opportunities for Account Executives - Conduct initial discovery and qualification to understand business priorities, contract processes, stakeholder involvement, and potential use cases - Deliver initial product demos and presentations to prospective customers where appropriate - Identify and connect with senior decision-makers and key stakeholders across target accounts through strategic outreach, including cold calling, email, LinkedIn, and targeted prospecting - Work closely with Account Executives to develop account strategies, break into priority accounts, and identify opportunities across multiple business units, regions, or departments - Consistently meet and exceed qualified opportunity targets in a results-driven environment - Leverage social selling techniques to build pipeline, identify relevant triggers, and strengthen Luminance’s presence in target markets - Collaborate closely with Sales and Marketing to execute campaigns and maximize outreach effectiveness - Build strong working relationships with customer-facing Account Executives to support new business growth Requirements - Excellent communication skills - Articulate, motivated self-starter with a focus on over-quota performance - Degree-level educated - Previous sales experience is desirable, but not essential Benefits Salary ranges between $50,000 - $70,000 per annum.

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