Business Development Team Lead

Luminance•New York, NY

9d•Onsite

About The Position

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. Luminance is looking for an ambitious Business Development Team Lead to join its New York team. This is a player-coach role, combining responsibility for developing and managing a team of Business Development Representatives with continued personal contribution to new business pipeline. The Business Development team operates in a fast-paced, meritocratic environment and is responsible for identifying, engaging and qualifying prospective customers for Luminance. Team Leads play a critical role in ensuring their teams consistently perform at a high level, while developing BDRs into increasingly capable commercial professionals and future leaders. Developed by AI experts from the University of Cambridge, Luminance’s Legal-Grade™ AI automates and augments every touchpoint a business has with its contracts. Its Mixture of Experts approach, known as the “Panel of Judges,” uses probabilistic consensus to ensure legal-grade accuracy during contract generation, negotiation and post-execution analysis. Trusted by over 700 customers in 70+ countries, including a quarter of the world’s largest law firms and multinational organisations such as AMD, National Grid, LG Chem and DHL, Luminance’s end-to-end platform brings specialist AI to wherever computer meets contract.

Requirements

A proven track record of high performance in Business Development, Sales Development or a similar new-business role
Strong leadership potential with a genuine interest in coaching and developing others
Excellent communication skills and the confidence to give clear, constructive feedback
Commercially minded and comfortable engaging senior decision-makers
Highly organised, with the ability to balance individual targets with team leadership responsibilities
Comfortable using data to assess performance, diagnose problems and make decisions
A proactive, accountable approach and willingness to take ownership of both individual and team results
Someone who thrives in a high-performance, meritocratic environment and wants to build a career in commercial leadership

Responsibilities

Own team performance, ensuring BDRs consistently meet and exceed qualified opportunity and pipeline targets
Run structured weekly 1:1s, performance reviews and coaching sessions, turning performance data into clear actions
Coach BDRs across prospecting, cold calling, discovery, qualification, objection handling, product demonstrations and account strategy
Identify the root causes of underperformance and create clear, measurable improvement plans
Set and maintain high standards around activity, pipeline quality, CRM discipline, communication and professional development
Provide regular call coaching and live feedback to improve BDR confidence, commercial judgement and effectiveness
Support BDRs in developing strategies for priority accounts, including stakeholder mapping, multi-threading and identifying relevant business triggers
Work closely with Account Executives to ensure opportunities are properly qualified, documented and progressed with clear next steps
Use performance data and pipeline reporting to identify trends, risks and coaching priorities across the team
Create an environment where strong performance is recognised and individuals are encouraged to take increasing ownership of their development
Manage underperformance constructively, setting clear expectations and holding individuals accountable for agreed actions
Support the onboarding and development of new BDRs, helping them reach productivity quickly and understand Luminance’s standards from day one
Identify and develop high-potential BDRs for progression into senior, leadership and Account Executive roles
Continue to personally prospect, engage and qualify prospective customers, leading by example and contributing directly to pipeline
Work closely with Business Development leadership, Sales and Marketing to improve team performance and execute Luminance’s wider go-to-market strategy