What are the responsibilities and job description for the Commercial Director position at Luminance?
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.
Off the back of a $75 million Series C funding round, this is a unique opportunity to help spearhead Luminance’s sales team, leading a team of Account Executives and working with businesses spanning every sector, from major manufacturing companies and high growth technology companies to global retailers and pharmaceutical giants.
As a Commercial Director you will lead, manage, and motivate an enterprise sales team to achieve key metrics and deliver exceptional results. You will also oversee the end-to-end sales process, including prospecting, lead generation, qualification, proof-of-value (POV) design/deployment, proposal development, negotiation, and closing deals. In addition, you will be key in developing and executing comprehensive sales strategies that align with Luminance's global business objectives.
Responsibilities- Leadership - Provide coaching, guidance, and professional development opportunities to individual AEs; assist in recruiting, staffing, and onboarding activities to grow and maintain a high-performing team.
- Sales Planning - Identify market opportunities, competitive landscape, and customer needs to drive sales growth.
- Process Management - Collaborate with internal teams to ensure seamless execution and delivery of Luminance's technology; identify gaps and propose ongoing process improvements to enhance efficiency.
- Forecasting and Reporting - Provide accurate sales forecasts, pipeline reports, and other sales-related metrics to senior management. Continuously monitor and analyse sales performance, making necessary adjustments to achieve targets.
- 2 years of recent experience leading enterprise or commercial/mid-market sales reps in a fast-paced environment.
- 5 years of full-cycle, B2B sales experience; a successful track record of winning new business at the enterprise and strategic level.
- Demonstrated success in forecasting, territory account mapping, research and planning and running discovery meetings for key/strategic accounts.
- Excellent communication skills; the ideal candidate will be a natural, confident and articulate storyteller with the ability to articulate complex ideas and engage varied audiences with ease.
- Ability to work autonomously while also collaborating with multi-disciplined teams.
- Bachelor’s or master’s degree with a GPA of 3.5 or above (US) or 2:1 and above