Founding Account Executive

About LuminaData

LuminaData is the agentic platform for the finance workflows ERPs can't handle. Most finance teams have bought AI tools. Very few have actually transformed how work gets done. The gap between AI adoption and AI transformation is where EBITDA is hiding, and we built LuminaData to find it and close it.

Our platform is the operating layer outside the ERP for non-standard contracts and unstructured data: the spreadsheet billing, manual reconciliations and exception-heavy order-to-cash work that every finance team knows about and nobody has fixed.

The role

You'll be our first dedicated Account Executive, working directly with the CEO to turn a founder-led sales motion into a repeatable revenue engine. You'll own deals from first conversation to signed contract, selling to CFOs, Controllers and VPs of Finance at mid-market and enterprise companies. This is not a role where you inherit a playbook. You'll write it. What you learn in the field (which pain lands, which buyer signs, which proof point closes) will shape our positioning, pricing and product roadmap.

What you'll do

• Own the full sales cycle from discovery through diagnostic, proposal, negotiation and close, with a focus on landing Lumina Discover engagements and expanding them into Lumina Activate.
• Sell value, not software. Lead CFO-level conversations about EBITDA leakage, working capital and close-cycle pain, and build business cases finance leaders can take to their boards.
• Build pipeline alongside our inside sales team and the CEO, through outbound, distribution partners, events and our advisor network.
• Run disciplined deals. Every opportunity has a next action, an owner and a date. You'll keep our CRM and weekly pipeline review honest.
• Work across the company. Partner with the CEO on strategic accounts and with our engineering team on scoping, demos and handoff to delivery.
• Help build the team. As we scale, help define the sales process, comp structure and profile for the next AEs and SDRs.

What we're looking for

• 5+ years of B2B SaaS closing experience, with a track record of meeting or beating quota on complex deals, ideally $75K+ ACV with multi-stakeholder buying committees.
• Experience selling to the Office of the CFO. You're comfortable in front of a CFO or Controller and can talk credibly about order-to-cash, reconciliation, billing, revenue operations or close processes.
• Early-stage DNA. You've been an early sales hire, or you've thrived with little structure, incomplete collateral and a product that's evolving under your feet.
• A consultative, diagnostic selling style. You'd rather uncover the problem than pitch the feature, and you can quantify the cost of doing nothing.
• Self-sourced pipeline. You don't wait for leads. You know how to open doors.
• Clear, concise communication, in writing and in the room.

Bonus points

• Background in finance, accounting or FinOps (CPA, Big 4, controllership or finance transformation consulting), or experience selling ERP-adjacent finance software (e.g. billing, AR automation, close management, reconciliation).
• Familiarity with vertical markets we serve, such as insurance (MGAs, carriers), property and real estate, or logistics.
• Experience selling AI or automation products, and helping buyers get past AI skepticism to a concrete ROI case.
• An existing network of finance leaders.

Why join

• You'll be the founding seller with real influence over how LuminaData goes to market.
• You'll walk into conversations with measured EBITDA results, not slideware.
• A category in the making. Finance AI is crowded with copilots. We rebuild the processes ERPs leave behind, and that's a different, bigger conversation.
• You'll work side by side with a CEO who built this from the problem up.
• Meaningful equity with a path to lead sales as the team grows.

• LuminaData is an equal opportunity employer. We welcome applicants of every background and are committed to building a team that reflects the customers we serve.