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

Luma Financial Technologies•Cincinnati, OH

54d

About The Position

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.

Requirements

Deep domain expertise in U.S. Enterprise Wealth Management, with proven experience selling SaaS and fintech solutions to RIAs, Family Offices, Multi-Family Offices, Trust Companies, and Asset Managers.
Demonstrated success selling or positioning annuities and life insurance solutions into enterprise wealth and advisory firms.
10+ years of enterprise fintech sales experience, with a strong track record of exceeding quota.
Proven ability to close high-value deals ($50K-$2M+ ACV/ACV) with short-to-medium sales cycles (3-9 months).
Expertise in consultative selling methodologies, using MEDDIC/MEDDPIC.
Strong executive presence and ability to engage and influence C-suite stakeholders.
Exceptional relationship-building and strategic account planning skills.
Experience working cross-functionally with product, marketing, and customer success teams to drive account growth.
Ability to travel for client meetings, industry events, and internal team engagements.

Responsibilities

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 strategic advisor by understanding enterprise wealth firms’ challenges and demonstrating how our solutions create measurable business outcomes.
Lead high-impact executive engagements, including business case development and multi-stakeholder decision discussions.
Build long-term relationships with key decision-makers and influencers across wealth firms.
Drive a Consultative Sales Process
Use a consultative sales methodology to uncover client pain points, align solutions, and drive urgency.
Navigate complex procurement cycles, including compliance, legal, and IT approvals.
Coordinate with internal teams (product, channel leadership, marketing, legal, finance) to ensure seamless deal execution.
Pipeline Generation & Market Expansion
Build and maintain a strong pipeline of enterprise prospects through targeted prospecting, networking, and industry engagement.
Partner with marketing to develop and refine messaging, thought leadership content, and demand generation initiatives tailored to enterprise wealth firms.
Attend and participate in key industry events and conferences to expand reach and establish thought leadership.
Revenue & Performance Accountability
Consistently achieve and exceed quota for new business (Land) and upsell (Expand) revenue targets.
Accurately forecast deals and manage pipeline health through CRM discipline.
Provide market intelligence and competitive insights to help refine product positioning and GTM strategy.
Consistently gathers and inputs accurate commercial and operational details—including volume commitments, start dates, implementation milestones, and usage assumptions—ensuring revenue recognition aligns with client go-live and adoption timelines, and enabling reliable ARR forecasting