- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 11d 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 1h agoon Luminance's careers page
The job
- What you'd do
- Find new customers and grow existing ones, selling AI software for lawyers to very large companies, such as law firms, manufacturers and drugmakers, with some international travel. You'll find many of your own prospects.
- What you'd sell
Helps lawyers and companies write and check contracts with AI
When a company has to write, negotiate, or check a contract, people usually work through every clause themselves. The problem is, long contracts are easy to get wrong, and checking each line eats up a lot of lawyer time. Luminance uses AI built for legal work to help companies draft, negotiate, and review contracts, so the work gets done more accurately and faster.
In plain English, from their own job posts. Something wrong? Tell me · More Legal & contracts companies →
- Who you'd sell to
- Lawyers at law firms and companies at big companiesIn their words: “Account Executives will have knowledge of the product and how it can be of benefit to lawyers”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Ask hard questionsToo 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 10 days.
- Company hiring
- 6 sales roles open, hiring at a steady pace.
Red lights
- Pay. No pay listed at all.
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.
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.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
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.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
No point investing hours before you know the 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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