3-5+ years in customer success, implementation, operations, or similar roles with direct ownership of business outcomes.
Proven ability to navigate ambiguous environments and drive projects to completion independently.
Strong analytical skills for data analysis and presenting actionable insights.
Systems thinker with an understanding of how configuration decisions impact long-term outcomes.
Excellent communicator, able to convey complex ideas to diverse audiences.
Curiosity about technical aspects of software deployment, particularly in operational technology (OT) systems.
Willingness to travel 20-40% of the time.
Responsibilities
Support sales and marketing by scoping early deals as a technical and operational resource.
Run discovery sessions to understand customer workflows and pain points.
Design and structure pilot programs to demonstrate value and define success metrics.
Own customer outcomes by managing a portfolio and ensuring value from day one.
Oversee the onboarding process from hardware installation to platform go-live.
Track key metrics like deployment timelines and platform adoption rates.
Translate customer feedback into product requirements and collaborate with engineering.
Benefits
Daily lunch at the office.
Fully paid medical, dental, and vision coverage for employees and their families.
401k plan through Betterment.
Full Job Description
What You'll Do
We're looking for an operator to play a cross-functional role across growth, delivery, and product strategy. You'll help scope deals, ensure customers get real value from our software from day one, and bring customer needs onto our product roadmap. That means being on site when it matters, digging into data when something isn't working, and partnering with engineering and product to turn what you're hearing into better software.
The right person for this role is equally comfortable in a room with a plant manager trying to understand their workflows and preparing a founder for a pricing conversation with a CEO. You will:
Support sales and marketing
Help scope early deals as a technical and operational resource
Run discovery sessions with prospective customers to understand their workflows, data environment, and pain points
Help shape the commercial narrative and translate what you're hearing in the field into sharper positioning and pricing
Scope and structure pilots
Design pilot programs that are scoped tightly enough to succeed and broadly enough to demonstrate real value
Define the right success metrics, data requirements, and timeline upfront
Build the SOW and implementation plan and align everyone (internally and on the customer side) before work begins
Run implementations and own customer outcomes
Own a portfolio of customers and take full responsibility for their health and performance, ensuring they get real value from Lumaril from day one
Own the end-to-end onboarding roadmap from hardware installations through platform go-live
Manage sequencing, dependencies, and customer stakeholders
Convert contracted ARR into recognized revenue on time
Track and drive the metrics that matter, including time-to-live for new deployments, collection rates for existing customers, and platform adoption across facilities
Travel to customer sites as needed
Bridge customer and product
Lead discovery sessions to understand how customers actually work
Translate workflow gaps and pain points into clear product requirements
Partner closely with engineering to get the right things built
Requirements
3-5+ years of experience in customer success, implementation, operations, or a similar role where you owned business outcomes directly
Demonstrated ability to take ownership in ambiguous environments and drive things to completion without a lot of scaffolding around you
A systems thinker who understands how early configuration decisions affect long-term outcomes, and designs workflows accordingly
Clear, concise communicator. You can explain technically complex ideas to operators on a plant floor and to a VP in the same day
Comfortable with, or excited to learn, the technical layer. You don't need to be an engineer, but you should be curious about how our software connects to OT systems and what it takes to deploy it reliably
Ability to travel 20-40%. Travel requirements vary by individual, and we'll work with you to figure out a cadence that fits your personal needs, but you should be prepared to travel at least a few days per month
Nice to Have
Experience in industrial, agricultural, or manufacturing environments
Familiarity with SCADA, PLC, MES, or other industrial control system concepts
Experience at an early-stage startup where scope and process were still being defined
Background in consulting, technical program management, or solutions engineering
$150,000 - $250,000 a year
We expect to offer a base salary between $150,000 and $250,000, in New York and California. Final compensation will depend on experience and location, and includes an equity package and comprehensive benefits.
Details
New York (Flatiron) or Los Angeles (El Segundo)
Team colocation every six weeks
Benefits
Daily lunch at the office
Fully paid medical, dental, and vision for employees and families
