This is a fantastic opportunity to join Luminance, the pioneer of Legal-Grade™ AI forenterprise. 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.

The Role

Business Development Team Leads at Luminance are high-performing commercial professionals who lead from the front. They are responsible for creating a culture of accountability, ambition and continuous improvement within their team, ensuring BDRs have the coaching, structure and support required to consistently deliver high-quality pipeline.

The successful candidate will be an excellent communicator and coach, comfortable using data to diagnose performance and confident setting clear expectations. They will know when to support, when to challenge and when to allow their team to solve problems independently.

Alongside their leadership responsibilities, Team Leads retain individual commercial targets, requiring excellent organisation and the ability to balance coaching and management with their own pipeline generation.

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

• 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

Base salary of $85,000 - $95,000 per annnum.