Customer Success & GTM Lead - AI Platform

Lumenci is seeking a Customer Success & GTM Lead – AI Platform to drive enterprise adoption, customer success, and go-to-market execution for iLumos.ai, a next-generation AI-powered patent intelligence platform. This role is ideal for a strategic leader with experience in enterprise SaaS, AI platforms, product commercialization, customer engagement, and B2B go-to-market strategy within complex technical or consulting-driven environments.

About Lumenci  
Founded in 2018, Lumenci is a premier intellectual property consulting firm specializing in patent litigation, expert witness testimony, and patent monetization for leading corporations and global law firms operating across the software, telecommunications, semiconductors, and emerging technology sectors. 
A key part of Lumenci’s model is the integration of deep technical expertise with litigation strategy. Our teams support high-stakes disputes by developing technical narratives, performing rigorous analysis, and partnering with world-class expert witnesses whose testimony shapes case outcomes in courts and arbitration forums worldwide. 

Headquartered in Austin, Texas, with offices in San Francisco, New York, and Gurugram, India, Lumenci delivers end-to-end support spanning technical analysis, expert strategy, valuation, and monetization execution. Our differentiated approach, which includes combining engineering depth, litigation experience, and operational rigor, has resulted in long-term partnerships with leading law firms and technology companies navigating complex IP disputes. Lumenci is backed by VSS Capital Partners (“VSS”) and Century Equity Partners (“CEP”). VSS is a private equity firm dedicated to investing in tech-enabled business services, healthcare, and education companies. Since 1987, VSS has managed eight private capital funds with aggregate committed capital of nearly $4 billion across 103 platform companies and over 600 add-on acquisitions.  

VSS’s investment in Lumenci was from VSS Structured Capital IV, L.P. (“VSS SC IV”), a $530 million fund which had its final closing in December 2022. CEP is a private equity firm headquartered in Boston, MA, that partners with companies seeking investments to support growth or fund acquisitions, partial buyouts, or recapitalization opportunities. 

Employment Type: Full-time, exempt
Work Arrangement:  Hybrid (possibility of remote with intention to relocate)
Location:  Austin, TX

This role may require approximately domestic travel for client meetings, internal strategy sessions, and product/market events.

Role Overview

Lumenci is seeking a Customer Success & GTM Lead – AI Platform to help launch, commercialize, and scale iLumos.ai across law firms, enterprise corporations, and litigation funders. This highly strategic and customer-facing role sits at the intersection of product, customer success, consulting services, enterprise AI adoption, and revenue growth.

This role will work closely with the Vice President of Product, AI Platform & IP Intelligence to help shape product adoption strategy, customer workflows, product feedback loops, and market expansion initiatives for iLumos. You will partner directly with leadership, product, consulting, and customer stakeholders to operationalize product-market fit and drive enterprise adoption of Lumenci’s AI-powered platform.

You will lead onboarding for early customers, manage pilot programs, gather market intelligence, support product commercialization efforts, and help convert customer adoption into scalable recurring revenue opportunities. This is a foundational role that will help define how iLumos is introduced and adopted across the intellectual property ecosystem.

The ideal candidate is entrepreneurial, customer-centric, and commercially minded, with experience operating in fast-moving enterprise SaaS or AI product environments. This role requires someone who can bridge complex technical capabilities with real-world customer workflows while building trusted relationships with executive stakeholders and enterprise users.

Customer Success & Enterprise AI Platform Adoption

Serve as the primary customer-facing lead for iLumos and drive successful onboarding, enterprise adoption, and long-term customer engagement.

Responsibilities include:

• Serve as a strong advocate for Lumenci’s AI platform and its ICPs
• Onboarding law firms, enterprise customers, and early legal AI platform adopters
• Guiding customers through AI-powered product workflows and implementation processes
• Driving successful adoption of ILumos across customer organizations
• Translating customer needs, workflow challenges, and adoption barriers into actionable product improvements
• Building trusted, long-term relationships with enterprise stakeholders and executive sponsors
• Supporting customer lifecycle management and ongoing SaaS platform adoption strategies
• Helping customers operationalize AI-enabled workflows within legal and IP environments across their organizations

Pilot Program Execution & Product Commercialization

Lead iLumos pilot deployments and support commercialization initiatives that help scale the platform across the IP ecosystem.

Responsibilities include:

• Identifying and recruiting pilot customers and beta participants
• Structuring pilot programs with measurable business objectives and success criteria
• Coordinating onboarding, enablement, and implementation activities
• Collecting structured customer feedback, usage insights, and workflow intelligence
• Partnering with Product and leadership teams to refine product-market fit
• Converting pilot programs into subscription, usage-based, or long-term commercial engagements
• Helping develop scalable customer onboarding strategies and customer success motions

Go-To-Market Strategy & Market Expansion

Partner with Lumenci leadership to define and execute the go-to-market strategy for ILumos.

Responsibilities include:

• Identifying high-value early adopter segments across legal, IP, and enterprise markets
• Supporting product positioning, messaging, and commercialization strategies
• Building customer waitlists, beta programs, and early adoption initiatives
• Supporting enterprise sales conversations, customer presentations, and product demonstrations for iLumos
• Helping establish repeatable onboarding and strategic customer engagement processes
• Collaborating cross-functionally across product, engineering, consulting, sales, and executive leadership teams
• Attend industry events, conferences, and online demos

Customer Discovery & Market Intelligence

Continuously gather customer and market insights to inform product strategy, AI workflow optimization, and roadmap development.

Responsibilities include:

• Conducting structured customer discovery interviews
• Identifying emerging customer pain points, workflow inefficiencies, and AI adoption opportunities
• Monitoring competing legal tech, AI, and enterprise legal SaaS platforms for trends and best practices
• Providing actionable market intelligence and customer feedback to Product leadership
• Helping refine the long-term product roadmap and enterprise use cases based on customer and market insights

Revenue Growth & Strategic Expansion

Support revenue growth initiatives and help expand iLumos adoption within enterprise customer organizations.

Responsibilities include:

• Converting pilot engagements into recurring subscription or usage-based revenue streams
• Identifying upsell and expansion opportunities across customer accounts
• Partnering with Lumenci consulting teams to drive follow-on engagements
• Supporting strategic account growth and enterprise expansion initiatives
• Helping operationalize scalable product adoption and customer success strategies

Who You Are

You are a highly customer-oriented and commercially minded operator who thrives in fast-paced, evolving product environments. You are equally comfortable working with executive stakeholders, enterprise customers, product leaders, and technical teams.

You understand how to translate customer challenges into scalable product adoption strategies and long-term business value. You are proactive, entrepreneurial, and excited about helping shape the future of AI-powered workflows within the intellectual property ecosystem.

This role is ideal for someone operating at a Director-level scope and influence, with strong cross-functional leadership capabilities and a passion for building customer-centric enterprise AI software platforms.

Required Qualifications

• 6–12+ years of experience in one or more of the following areas:
  • Enterprise Legal SaaS
  • AI platforms or AI/ML products
  • Legal technology
  • Customer success
  • Product go-to-market
  • Consulting or professional services
  • Product commercialization
• Proven experience managing enterprise customer relationships and strategic accounts
• Experience supporting enterprise software implementations, onboarding programs, or customer rollouts
• Strong communication, presentation, and relationship-building skills
• Ability to translate customer challenges into actionable product feedback and adoption strategies
• Experience working cross-functionally across product, engineering, consulting, sales, and leadership teams
• Strong analytical thinking, problem-solving, and workflow optimization capabilities
• Experience supporting enterprise AI software adoption or complex Legal SaaS platform implementations is preferred

Preferred Qualifications

Experience in one or more of the following areas is strongly preferred:

• Intellectual property
• Patent analytics
• Legal technology
• Litigation consulting
• AI products and enterprise AI platforms
• Workflow automation
• B2B SaaS solutions
• Product adoption strategy
• Generative AI or AI-enabled enterprise workflows

Key Traits for Success

The ideal candidate will be:

• Highly customer-centric
• Entrepreneurial and self-driven
• Comfortable operating in fast-paced, evolving product environments
• Able to communicate complex technical concepts in a customer-friendly manner
• Skilled at translating AI platform capabilities into measurable customer value
• Effective collaborating across technical, product, consulting, and business teams
• Comfortable balancing strategic thinking with hands-on execution

What You Will Help Build

You will help shape and scale iLumos into a category-defining enterprise AI platform for the intellectual property ecosystem.

This includes helping drive:

• Enterprise adoption of AI-powered patent analytics workflows
• Scalable onboarding and customer success programs
• Product-market fit across law firms, patent investors, and corporate IP teams
• Commercialization of next-generation AI solutions for patent monetization and IP intelligence
• Repeatable enterprise AI adoption and customer engagement strategies
• The future of AI-enabled workflows across the broader IP ecosystem

Why you will love working for Lumenci: 

Be Part of a Global Team:  Joining Lumenci means joining a diverse and globally distributed team. You'll collaborate with talented individuals from different backgrounds and cultures, bringing unique perspectives to every project.
Growth and Development Opportunities:  At Lumenci, we believe in recognizing and rewarding merit. We offer opportunities for merit-based promotions, allowing you to advance your career based on your performance, contributions, and dedication. We are committed to supporting your professional growth and development, providing the resources and mentorship needed to excel in your role and take on new challenges.

Benefits & Total Rewards 

• Comprehensive Health & Well-being: We offer robust medical, dental, and vision insurance options that include significant company contributions toward employee premiums to support the health of our "Luminaries" and their families. 
• Retirement Strategy: Lumenci provides a 401(k) program with a competitive employer-matching contribution, enabling employees to build long-term financial security. 
• Performance-Based Incentives: Our total cash compensation includes a variable pay component designed to reward both individual achievements (KRAs) and overall company success. 
• Time Off & Leaves: We prioritize work-life harmony through a balanced leave policy that includes accrued Paid Time Off (PTO), designated company holidays, and additional "floating" holidays for personal or cultural significance. 
• Holistic Wellness Support: Beyond standard medical care, we provide dedicated Wellness Leave to address both physical health and emotional well-being, as well as paid leave for significant life events like bereavement and parental bonding. 
• Culture of Autonomy & Growth: Employees benefit from a flexible, remote-first work environment that favors autonomy and provides structured support for ongoing professional development and career advancement.  

Compensation & Pay Transparency
The expected total annual compensation range for this role is 110,000-$185,000 , which may include base compensation and other eligible incentive components.  Preferred location: Austin, TX

Actual compensation will depend on skills, experience, and work location. For candidates in jurisdictions that require pay range disclosures, Lumenci will provide a good‑faith compensation range for the candidate’s location as part of the job posting or during the interview process, consistent with applicable law.
Salary History: In compliance with applicable laws, Lumenci does not request, require, or rely on an applicant’s prior salary history when determining a starting salary or during any part of the hiring process.  

Equal Opportunity Employer: Lumenci is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.  

Accommodation: If you require a reasonable accommodation to complete this application or participate in the interview process, please let your recruiter know.  

Employment Relationship:  Nothing in this job description creates or is intended to create a contract of employment for any specific period of time. Employment with Lumenci, if offered, is on an at-will basis and may be terminated by either the employee or Lumenci at any time, with or without cause and with or without notice, subject to applicable law.