Job Description

About Lumary
Lumary is a high-growth global healthtech company on a mission to revolutionise technology for the healthcare industry. We do this by developing solutions that support and empower service providers, working together to ensure better outcomes for people that need care. This commitment to partnership has been a key part of our success so far, and we are driven to continue evolving our products and our people so we can impact the healthcare community to thrive on a global scale.
Join Lumary and grow with us

• Well-established team working across Australia, USA & Philippines
• Servicing 200+ enterprise and SMB healthcare service providers (NDIS, aged care, allied health, ABA)
• 80k+ people using our core platform every day, supporting 500k+ care recipients via Lumary
• $6B NDIS funds processed through Lumary platform on an annual basis
• Be part of a high performing and purpose driven team solving a global issue for a highly addressable market

You will be working in an agile and start-up environment, with plenty of opportunities for you to lean in and develop your skills to make a meaningful contribution to Lumary’s mission and your career development. We push ourselves to build innovative products and deliver a first-rate customer experience to enable better outcomes for healthcare providers and their clients receiving care.
Our culture evolves with us on our scale-up journey. We focus on connection and building deep relationships with each other. We act in service of others to enable collective success and support. We think strategically and take ownership in our domains at every level. We remain positive and adaptable through change and growth.
You will find yourself quickly growing in your career, led by you and supported by us, and backed by a collaborative team that is open to new ideas and encourages everyone to bring their best selves to work.

About the Role

As a Senior Account Executive, you will play a key role in driving new business growth by leading complex sales opportunities with enterprise and mid-market care providers.

You will own the sales cycle end-to-end, from identifying and qualifying opportunities through to solutioning, proposal development, negotiation, and close. This role is not just about selling software - it is about understanding customer challenges, building trusted relationships, and showing how our platform can support meaningful operational and care outcomes.

You will work closely with prospective customers and internal teams across Product, Services, and Customer Success to deliver a high-quality buying experience and set customers up for long-term success. You will also bring market insight back into the business, helping to shape how we position our offering and where we continue to evolve.

This is THE opportunity for a commercially driven salesperson who enjoys consultative selling, navigating complex stakeholder environments, and working in a purpose-led, high-growth company.

This role reports to the Head of Sales and Account Management. This role is being offered on a Hybrid-basis should the successful candidate be based in Adelaide or Sydney (Lumary office locations), or on a Remote-basis if the successful candidate is not located near an office location. Applications from candidates who are based Australia-wide are welcomed!

The Key Accountabilities for this role include:

• Own and drive the full sales cycle for new business opportunities, from prospecting and qualification through to proposal, negotiation, and close.

• Build and manage a healthy pipeline of enterprise and mid-market opportunities across target customer segments.

• Identify new opportunities through outbound prospecting, inbound lead follow-up, referrals, and industry networking.

• Build trusted relationships with prospective customers by understanding their strategic priorities, operational challenges, and desired outcomes.

• Run discovery conversations that uncover both explicit needs and underlying business drivers.

• Partner closely with Services, Customer Success, Product, and other internal teams to deliver a smooth pre-sales, onboarding, and handover experience.

• Strengthen brand awareness and pipeline generation through thoughtful external engagement and relationship building.

• Represent the company at industry events, webinars, conferences, and networking forums.

• Capture and communicate customer and market feedback to help influence product development and roadmap priorities.

• Actively participate in QBRs and share your learnings of the previous quarter.

About You

If this sounds like you, we'd love to see your application come through:

• Customer-focused mindset – Genuinely seeks to understand customer challenges and builds trust through thoughtful, tailored engagement

• Ownership & drive – Takes responsibility for outcomes; proactively drives deals forward and follows through on commitments

• Commercial curiosity – Interested in how businesses operate and where value can be created, motivated to identify meaningful opportunities

• Resilience & persistence – Stays motivated through sales cycles, setbacks, and competing priorities

• Adaptability – Comfortable navigating change in a scale-up environment, adjusts approach based on customer and context

• Growth mindset – Open to feedback and continuously looking to improve approach and capability

• Team-oriented mindset – Actively contributes to team success and supports others, not just individual targets

• Credibility & presence – Builds confidence with senior stakeholders through a composed and thoughtful approach

• Consultative selling & business acumen – Strong discovery, solutioning, objection handling, negotiation, and closing capability

• Stakeholder management & influence – Ability to engage and influence a range of stakeholders, including senior decision-makers

• Demonstrated experience (5+ years) in a B2B SaaS sales role, ideally as an Account Executive or Senior Account Executive or in a role delivering similar impact,

• Proven track record of closing new business and managing opportunities end-to-end for mid-market and/or enterprise customers

• Highly desirable - Strong understanding for NDIS and aged care industries, exposure to software sales in health tech in healthcare, disability, aged care, community services, or other regulated/customer-complex sectors

Lumary’s Core Values

Skills can be taught, but values are lived. At Lumary, our core values aren't just posted on our website and covered once at induction, they guide every decision we make and every interaction we have. We look for team members who naturally resonate with these principles, not just a list of qualifications or experience. If these values speak to you, you’ll likely find that you thrive in our environment.
• We ‘Lead with an open heart’ - meaning we cultivate trust even when there is no trust, assume good intentions and have the courage to be vulnerable.
• We ‘Start with the end in mind’ - meaning we focus on the long-term impact of our actions, making decisions with purpose and sustainability in mind.
• We ‘Take action in uncertainty’ - meaning we are proactive in taking the next best step in uncertainty and complexity, exercise autonomy and we learn by doing.
• We ‘Enable others for our collective good’ - meaning we are kind and act in service of others. When we take care of ourselves and each other we take care of the community.

Benefits of Working With Lumary

• Flexibility to work from home and the office - hybrid working environment if based at on office location in Adelaide or Sydney, alternatively fully remote
• Flexible start and finish times - have a routine but on the days you need to book an appointment or finish early, go for it
• Monthly town halls for connection and company alignment
• Monthly dedicated Social Connection days
• Quarterly employee engagement surveys (currently at 82% engagement and trending upwards)
• Internationally growing company working towards a purposeful vision: Empowering sustainable healthcare

We are proud of the work we are doing and the team we have built so far.
Join us and be part of a team working together to do better. From the advanced products we build to our philanthropic work, we connect with the belief that what we do every day is positively impacting the lives of our community.
At Lumary, we value diversity and believe in a culture of inclusivity, regardless of race, religion, age, gender identity, sexual orientation, physical or mental ability, or ethnicity. We are committed to building a welcoming workplace where everyone feels safe, valued and respected.

The successful candidate will be required to undergo employment screening checks relevant to the healthcare industries we serve, and have full working rights in Australia.