Sales Executive – English Speaking (d/f/m)

at  Luminovo GmbH

Your role
Are you an enthusiastic Sales Executive looking to make your mark in a tech startup and rapidly growing industry? Luminovo is gearing up for Series A funding, and after winning 130+ customers worldwide, we are further expanding our Sales team.
As a Sales Executive, you own the full sales cycle: from generating your own pipeline and qualifying inbound leads to bringing them to the finish line.
No need to be an electronics expert! We are industry experts and have an entire team to prove that you can learn everything you need to know about the industry at Luminovo.
In addition, our product managers will have your back for in-depth technical questions in the sales process, and you’ll hand over to our customer success team for customer onboarding.
Our product: Our software suite addresses engineering and procurement challenges in the trillion-dollar electronics idea-to-production value chain. For electronics OEMs, we provide a comprehensive solution that ensures design health and streamlines the supply chain, enabling them to design with confidence and source faster and smarter.
Your territory: You’ll join our team in Europe and will be assigned a specific territory based on your language skills and on the current needs in the team. A high proficiency in English is a must for this role, any other language is a great plus.
Work setup: You can join our team remotely (+/- 2hrs CET) or in our Munich headquarters (full home-office flexibility). We regularly meet for team retreats and attend selected industry events, which means you’ll be traveling occasionally. Travel expenses will of course be covered by us.

Whom you’ll be working with

• Patrick, our Head of Sales for the EMS market, who also performs as a Sales Executive himself
• Sebastian, one of our founders, who is also leading the revenue organization
• Max, who is leads our Revenue Operations team and is in charge of our CRM (Hubspot), supporting you with dashboards, sequences, forecasts, and more
• Mark, our Head of Marketing, to align on positioning/messaging and drive strategic growth initiatives
• Our Customer Success and Product Team to fully understand our product roadmap, potential constraints, and share product-related customer feedback

Performance objectives
To be successful in this role, you must excel in the following performance objectives:

Pipeline generation

• Build a strong network. Navigate the electronics industry in the US and connect with the most relevant electronics manufactures (EMS), electronics designers (OEM), and partners for us. Attend sales fairs and establish a strong local positioning for Luminovo with support from our marketing team.
• Generate interest. Use a mix of calls, emails, and LinkedIn outreaches to grab a prospect’s attention and keep a high pace. Make use of sales enablement material as well as prospecting tools to drive efficiency.

• Qualify. Run customer-centric discovery meetings to quickly uncover the situation and pain the customer is facing. Clarify how our solutions can create an impact on the customer and how large the value is.

  Selling

• Inspire. Run inspiring product demonstrations that are catered to the customer’s pain and the impact they want to achieve. Know and clarify our positioning in the competitive landscape.

• Prove value. Hold workshops and product deep dives with the help of domain experts to prove that our solution can create value. Support with ROI calculation to underpin the business impact.

• Close. Guide the prospect through the buyer journey, turn negotiations into win-win trades, and close the paperwork. Ensure a smooth handover of the customer’s individual case to customer success to ensure that the impact will be delivered.

  Expertise

• Provide insights on the industry. Seek the wisdom of our product experts for answers and generate new insights for our product teams to keep on delivering on the customer’s needs.

• Build expertise in B2B SaaS. Improve your knowledge of the idiosyncrasies of SaaS sales in a technical industry, and make the SPICED framework your guiding principle.

  Leadership

• Track metrics proactively. Be always on top of your metrics and leading indicators needed to achieve your goals.

• Mentor your junior colleagues. Help less experienced Sales Executives thrive through coaching, iterating our sales playbook, and acting as a role model.
• Commit to continuous improvement. Quickly build up trust with your manager and peers to fully embrace feedback. Proactively query them if you require support to maximize your impact.

Skills, knowledge, and expertise
Just so you know – we purposefully did not create a standard list of minimum qualifications for this role. We care much more about your motivation and ability to help us accelerate technical progress than we care just about your CV. If you’re interested to find out more about why we banned requirements from our performance profiles – .

What we promise

• We greatly value psychological safety and honest feedback. We always expect you to speak up and share your ideas about what we can improve within the company, and take these views to heart.
• We do routine 1:1’s with your supervisor, retrospectives, and insight hours to make sure we are constantly getting better at what we do, all while fostering employee mental health and wellbeing.
• Professional development is something strongly encouraged by Luminovo, so there are no fixed budgets when it comes to things that will further your personal growth (education, trainings etc.), just ask and we usually say yes!
• We offer a flexible working environment, we appreciate everyone’s time and preferred ideal setup in terms of working hours.
• We offer fully remote working (our only requirement for remote working is that you are within +/-2 hours of CET). Our Luminerds work from Amsterdam, Nairobi, Verona, Berlin, Cologne, Munich, …
• When it comes to our take on parent support, we happily contribute to the childcare costs of our Luminerds and have found very flexible setups for parental leave.
• We’re excited to revolutionize the electronics industry – and we want you to be too. That’s why all full-time Luminerds receive strong and fair stock option packages. We also support you in finding your perfect (remote) set-up.

Compensation
We want to offer compensation that aligns with industry standards. To maintain a transparent and fair approach to compensation, the salary ranges for all positions are determined based on market benchmarks and a comprehensive leveling framework.
For this role, German salary ranges from €74,000 to €130,000 OTE (50% accelerator, uncapped) + stock options, depending on the leveling we’ll establish with you throughout the hiring process. This range might differ in other countries within our CET +/- 2h remote-work time zone, given our location-based pay philosophy.

The average target achievement in the team was

• 144% in Q4 2023 (top seller achieved 151%)
• 92.5% in Q1 2024 (top seller achieved 222%)

About Luminovo

Please refer the Job description for details