Strategic Account Executive (SAE) – RIA and Family Office Solutions

About Luma Financial Technologies

Founded in 2018, Luma Financial Technologies (“Luma”) has pioneered a cutting-edge fintech software platform that has been adopted by broker/dealer firms, RIA offices, and private banks around the world. By using Luma, institutional and retail investors have a fully customizable, independent, buy-side technology platform that helps financial teams more efficiently learn about, research, purchase, and manage alternative investments as well as annuities. Luma gives these users the ability to oversee the full, end-to-end process lifecycle by offering a suite of solutions. These include education resources and training materials; creation and pricing of custom structured products; electronic order entry; and post-trade management. By prioritizing transparency and ease of use, Luma is a multi-issuer, multi-wholesaler, and multi-product option that advisors can utilize to best meet their clients’ specific portfolio needs. Headquartered in Cincinnati, OH, Luma also has offices in New York, NY, Miami, FL, Zurich, Switzerland and Lisbon, Portugal. For more information, please visit Luma’s website.

Problem to Solve

By 2035, 74 million Americans—nearly 20% of the U.S population—will be retired or retiring, needing to protect their accumulated savings while staying in the market to maintain their lifestyle.

In response, many of the 300,000 U.S. financial advisors are now using investment solutions like structured products, annuities and life insurance, that protect against downside risk while preserving market growth potential for their clients' retirement strategies.

However, many enterprise wealth firms and RIAs struggle with operational and technical challenges to integrate structured products, annuities and life insurance into their financial planning strategies, due to the complex workflows to perform discovery & decision support, execution & fulfillment and to ongoing servicing & monitoring, when including these solutions in their financial planning efforts.

About the role

We seek a highly motivated Strategic Account Executive, with demonstrated success selling or positioning solutions into enterprise wealth and advisory firms, specifically RIAs, Family Offices, Multi-Family Offices, Trust Companies, and Asset Managers. As a Strategic Account Executive, you will drive revenue growth by landing new enterprise clients and expanding existing relationships through upselling new solutions (SKUs) to existing clients or new solutions developed by our product organization. Your account-based territory will focus on the U.S. enterprise wealth management space engaging with RIAs, Family Offices, Multi-Family Offices, Trust Companies, and Asset Managers to deliver our fintech solutions. Note: Candidates without proven wealth management industry experience, selling or positioning solutions to RIAs, Family Offices, Multi-Family Offices, will not be considered.

This role is designed for a high-impact sales professional with deep industry expertise, a consultative selling approach, and the ability to navigate more complex enterprise sales cycles. You will be responsible for owning the full sales motion from prospecting through close, as well as working with our Channel Managers, Relationship Management and Customer Support & Success teams, to drive expansion opportunities in existing accounts.

What you'll do

Land New Enterprise Clients

• Own the full sales cycle from prospecting to contract execution, targeting with RIAs, Multi-Family Offices, Trust Companies, and Asset Managers with AUM that ranges from $300M - $3T.
• Develop and execute account strategies that align with clients' business objectives and technology needs.
• Engage C-suite and senior decision-makers to drive urgency and demonstrate business impact.

Expand Existing Client Relationships (New SKUs & Solutions)

• Identify and close expansion opportunities within existing clients by introducing new product offerings and modules.
• Partner with Relationship Managers and Customer Success to map client needs, to additional solutions provided by Luma.
• Execute multi-threaded sales strategies to drive cross-sell and upsell growth. 

Develop Executive-Level Trusted Relationships

• Position yourself as a stra