Sales Enablement Manager, Business Development
•Dandy· 1d
💼 Sales⏰ Full-time🎯 Lead / Principal💰 $104k-122k🇫🇷 France
1d ago
Luminovo·9 days ago
Luminovo is the first electronics supply chain platform that connects all the data, processes, and stakeholders in a trillion-dollar industry — and we're just getting started in North America.
We have a proven partnerships model in Europe which is split into building an ecosystem of suppliers and running a referral partner system with experts called the ambassador program. Our ambassador program and supplier partnerships are already a core part of how we grow. Now we need someone to own that entire motion for North America — building it from near-zero into a real revenue engine.
This is not a supporting role. It's a full-cycle, senior IC position. You'll own your pipeline, run your own meetings, and be measured on real commercial outcomes: signed partner ARR, ambassador referrals, and influenced revenue. You'll be working in a market with ~150 PCB manufacturers, ~100–150 distributors, and 50–70 SMT equipment vendors — most of them untouched.
Unlike a traditional sales role, you won't hand partners off to customer success when a deal closes. You own the relationship long-term. That means deeper trust, more referrals over time, and a compounding book of business that grows with you.
You'll also be in the room where it matters. Our partnerships team generates some of its best leads at trade shows and industry events — not from behind a laptop. Expect to travel strategically a handful of times a year to conferences where the electronics industry gathers.
If you want to own a market, not just work in one, this is the role.
As Senior Partnerships Manager for North America, you'll split your focus equally between two pillars: building and activating our ambassador network, and winning new supplier partnerships.
Activate. We already have ambassadors signed up in North America — industry experts, equipment vendors, and consultants who've agreed to refer customers to Luminovo. None of them have been actively nurtured. Your first job is to change that: get in front of them, build the relationship, and turn warm agreements into real referral pipeline.
Expand. Sign ≥10 new high-fit NA ambassadors: SMT equipment vendors, independent sales reps, and consultants who work daily with EMS and OEM buyers. Target ≥10 referrals per ambassador per year.
Operationalize. Set up the cadences, materials, and tracking that turn ambassadors into a repeatable channel — not a one-off call. Replicate what's working in EMEA for the NA market.
Show up in person. Attend the key trade shows and industry conferences where equipment vendors, consultants, and sales reps gather. That's where ambassador relationships start.
Win PCB partners. Build a pipeline of NA-based PCB suppliers and bring them onto the Luminovo network. Own the full cycle from outreach to signed agreement.
Win distributor partners. Land new partnerships across API, Quote, and Stocking partner types — franchised distributors and brokers who want to reach active EMS and OEM buyers. Opportunistic APAC coverage welcome.
Drive revenue. You'll have a clear number to hit. It's ambitious, and you'll have the tools, the playbook, and the support to get there.
Own your stack. Be fully self-sufficient in HubSpot, our ambassador app, sequencing tools, and AI-assisted sourcing workflows from day one. This role is not technical support — that stays with our EMEA team. Your focus is entirely commercial: sourcing, qualifying, and closing.
Build the playbook. Document what works. Create repeatable processes for partner sourcing, outreach, activation, and long-term relationship management — without being asked.
Measure what matters. Track your leading indicators proactively. Know your numbers before your manager does.
Nils, our Partnerships Lead for EMEA — your closest counterpart and the person who built the playbook you'll be adapting for NA
Sam, our Business & Operations Lead for North America
Clifton, our VP Sales Global
Mark, our Head of Marketing, for co-branded assets, event support, and positioning
Rachel and the NA Sales team, who receive warm partner-sourced leads and run the customer-side close
Dasha, our Partnerships Ops specialist, who supports with tooling, data, and workflows
Our Product team, who will want your market feedback on supplier roadmap priorities
Just so you know — we deliberately did not create a standard checklist of minimum qualifications for this role. We care far more about your drive and ability to create impact than we do about your CV. If you want to understand why we banned requirements from our job descriptions, read more here.
That said, here's what the best candidates for this role tend to look like:
Electronics industry network. You come from the industry — distribution, EMS software, electronics supply chain, or a direct competitor. You already know the terminology, the players, and how deals get done. You can walk into a conversation with a PCB manufacturer, a franchised distributor, or an SMT equipment vendor and be immediately credible. This isn't something we can ramp you on quickly; it's the foundation the role is built on.
Full-cycle commercial ownership. You've carried a number in B2B SaaS or an electronics-adjacent business, in the $5k–$30k ARR deal band. You didn't just support — you sourced, ran the process, and closed.
Two-speed partnerships. You're comfortable in both relationship-led channel building (ambassadors, referral networks) and transactional partner closing (supplier agreements, distributor contracts). Most people are strong in one; we need someone who can do both.
NA-native GTM instincts. You understand how to sell into North American channel and VP Sales orgs. East or Central time zone strongly preferred for collaboration with our Munich team.
Willing to travel. You'll attend trade shows and industry conferences — that's where relationships start and deals get seeded. A valid passport is required.
Operator mindset. You reach for tools (HubSpot, Apollo, LinkedIn Sales Navigator, Clay, AI workflows) before you ask for headcount. You build lists, sequences, and dashboards because it makes you faster — not because someone asked you to.
Structure bias. You document what works. You build playbooks. You don't wait to be managed.
High agency, low ego. You run the meetings where you add the most value, and you know when to hand off to someone else. You're aligned with how we work at Luminovo: direct, honest, and focused on impact over optics.
Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry.
We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress.
We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain.
To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million.
Our core principles: putting people first & building great things
As a remote-first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others. 🌍
Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things.
We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at.
See what employees and candidates have to say about Luminovo on kununu and Glassdoor.