This is an exciting opportunity to join Luminance, a leading AI platform for contract intelligence. Luminance helps organisations understand and get more value from their contracts across the entire lifecycle, from drafting and negotiation through to post-signature management. By bringing together AI, automation and contract data, Luminance enables legal, procurement, finance, HR and business teams to work more efficiently, identify risk and make better decisions.
As Luminance continues to expand rapidly across the US and globally, we are looking for a VP of Product Specialists to lead and scale the Product Specialist organisation.
Product Specialists are central to Luminance’s go-to-market strategy, sitting at the intersection of our technology, customers and commercial teams. They work with some of the world’s largest organisations to understand complex business challenges, demonstrate the value of Luminance and lead Proof of Value (POV) trials using customers’ own documents and real-world use cases.
As VP of Product Specialists, you will have overall responsibility for the performance, development and growth of the function. You will build the leadership structure, processes and capabilities needed to support Luminance’s continued expansion, while maintaining a high standard of product expertise and customer engagement.
Responsibilities
- Lead the Product Specialist organisation, setting its strategy, priorities and performance standards.
- Lead and develop Product Specialist Directors, Team Leads and Product Specialists as the organisation scales.
- Own the quality and effectiveness of Product Specialist engagement across discovery, demonstrations, POVs and the wider sales cycle.
- Ensure Product Specialist resources are aligned with commercial priorities and the most important opportunities.
- Partner closely with Sales leadership to improve POV effectiveness and support complex enterprise sales cycles.
- Act as an executive Product Specialist on strategic opportunities, engaging directly with senior customer stakeholders.
- Establish clear and scalable approaches to POV delivery, customer engagement and success measurement.
- Build a strong training and development programme to maintain a high level of product and market knowledge across the team.
- Define and monitor KPIs for the function, using data to improve performance, capacity planning and commercial impact.
- Ensure customer and market insight is shared effectively with Product and R&D.
- Partner with Product leadership to identify emerging customer needs, use cases and market opportunities.
- Lead workforce planning and recruitment for the function as Luminance grows.
- Develop future leaders within the team and establish clear progression and succession planning.
- Work closely with Customer Success, Support and other customer-facing teams to ensure continuity from evaluation through implementation and adoption.
- Represent Luminance with senior customers, prospects and at industry events.
- Contribute to broader company strategy as a senior leader within the go-to-market organisation.
Requirements
- 10+ years’ experience in enterprise software, SaaS, AI, legal technology, professional services or a comparable high-growth technology environment, including significant leadership experience.
- Proven experience building, leading and scaling a high-performing customer-facing, solutions, pre-sales or Product Specialist organisation.
- Experience leading managers as well as individual contributors, with a strong track record of developing future leaders.
- Strong commercial judgement and experience partnering with senior Sales leadership on complex enterprise opportunities.
- Exceptional executive communication and presentation skills, with the ability to engage credibly with senior stakeholders.
- Strong understanding of how sophisticated technology can be translated into clear customer value and compelling business use cases.
- Strategic and analytical mindset, with experience defining KPIs, improving processes and using data to drive performance.
- Ability to operate effectively across commercial and technical teams and influence senior stakeholders across an organisation.
- Experience working in a rapidly scaling, international environment.
- Experience in contract technology, enterprise AI or working with legal, procurement and contracting functions is advantageous.
- Willingness to travel internationally and domestically as required.
Compensation/OTE - $230k.
Benefits
- New York office location and opportunity for international business travel.
- 20 days of paid time off per annum.
- 401k with 4% matching contribution: Invest in your future from the start.
- Health Insurance Benefit Scheme:
- Choice of PPO or HDHP plan available. 100% of individual premiums covered by Luminance for both plans, and 75% coverage of premiums for dependents.
- Enhanced maternity and paternity policies: To support working parents.
- Learning and development budget per employee to empower our team members to elevate their potential.
- Paid sabbatical opportunities.
- Enhanced maternity and paternity policies – to support working parents.
- Annual learning and development budget of $2750 per employee to empower our team members to elevate their potential.