GTM & Customer Success Lead - AI Platform

Lumenci is seeking a GTM & Customer Success Lead – AI Platform to help launch, commercialize, and scale  iLumos.ai across law firms, enterprise corporations, and litigation funders. This is a hybrid, customer-facing leadership role that owns the customer journey from pre-sales discovery through onboarding, adoption, renewal, and expansion, while helping shape go-to-market strategy for a next-generation AI-powered patent intelligence platform.

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:  Remote (possibility to work Hybrid from our Austin office)
Location: US-based Remote

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

Role Overview
Lumenci is seeking a GTM & Customer Success Lead – AI Platform to help launch, commercialize, and scale iLumos.ai a next-generation AI-powered patent intelligence platform, across law firms, enterprise corporations, and litigation funders. This highly strategic, customer-facing role owns the full customer journey for iLumos, from pre-sales discovery and pilots through onboarding, adoption, renewal, and expansion. This role sits at the intersection of product, go-to-market, customer success, consulting services, and enterprise AI adoption, partnering closely with leadership to drive product-market fit and recurring revenue growth. Over time, this role will help define and build the GTM and customer success function for iLumos, including establishing repeatable processes and, as the business scales, participating in future team hiring and structure.

You will work directly with the Vice President of Product, AI Platform & IP Intelligence and cross-functional teams to design and execute pilot programs, lead customer onboarding, drive AI-enabled workflow adoption, and convert successful usage into scalable commercial engagements.

Key Responsibilities

Pre-Sales, Pilots, and Commercialization

• Partner with leadership on pre-sales discovery, customer qualification, and opportunity strategy for prospective iLumos customers.

• Lead tailored product demos, workflow walkthroughs, and value-based conversations with law firms, corporate IP teams, and litigation funders.

• Structure pilot programs and proof-of-concept engagements with clear business objectives, success criteria, stakeholders, and timelines.

• Help scope customer use cases and ensure alignment between customer needs, implementation requirements, and product capabilities.

• Support conversion of pilots and early engagements into subscription, usage-based, or long-term commercial relationships.

Customer Onboarding and Adoption

• Serve as the primary customer-facing lead for iLumos during onboarding and early adoption.

• Guide customers through implementation, enablement, and AI-powered workflow activation within legal and IP environments.

• Build trusted, long-term relationships with enterprise stakeholders, executive sponsors, and end users.

• Develop repeatable onboarding and customer engagement processes that support scale across multiple accounts and segments.

Ongoing Customer Success and Expansion

• Drive long-term adoption, value realization, and retention across customer accounts.

• Identify usage barriers, workflow challenges, and stakeholder risks, and proactively address them through success plans and interventions.

• Partner with customers on adoption strategies and executive reviews tied to measurable business outcomes.

• Identify upsell, expansion, and follow-on engagement opportunities, and support renewal and expansion revenue.

Go-to-Market Strategy and Market Intelligence

• Partner with Lumenci leadership to refine iLumos go-to-market strategy across legal, IP, and enterprise segments.

• Help define ideal customer profiles, target accounts, and high-value early adopter segments.

• Contribute to product positioning, messaging, and commercialization strategy based on customer and market feedback.

• Gather structured market intelligence, customer discovery insights, and competitive observations to inform product roadmap and GTM decisions.

• Collaborate cross-functionally across product, engineering, consulting, sales, and executive leadership teams.

• Lay the foundations for a scalable GTM and customer success function for iLumos, including playbooks, processes, and, in later phases, input into team structure and hiring.

Who You Are
You are a customer-centric, commercially minded operator who thrives in fast-paced, evolving product environments. You are comfortable in pre-sales discovery conversations, onboarding sessions with end users, strategic reviews with executive sponsors, and cross-functional discussions with product and consulting teams. You know how to connect pre-sales strategy, onboarding design, and ongoing customer success into one cohesive experience that drives both customer value and revenue growth.

Required Qualifications

• 6–12+ years of experience in one or more of the following areas: enterprise SaaS, AI platforms, legal technology, customer success, solutions consulting, product go-to-market, consulting, or product commercialization.

• Proven experience in customer-facing roles that span onboarding, adoption, strategic account management, and/or pre-sales support.

• Experience supporting enterprise software implementations, pilot programs, proof-of-concept engagements, or customer rollouts.

• Demonstrated ability to run discovery conversations, guide product demos, and translate customer needs into solution workflows and business value.

• Strong communication, presentation, and relationship-building skills with enterprise stakeholders and executive sponsors.

• Experience working cross-functionally across product, engineering, consulting, sales, and leadership teams.

• Strong analytical thinking, workflow optimization, and problem-solving capabilities.

Preferred Qualifications

• Experience in one or more of the following: intellectual property, patent analytics, legal technology, litigation consulting, AI products and platforms, workflow automation, B2B SaaS, or enterprise AI adoption.

• Experience in a hybrid customer success + pre-sales / solutions / GTM role.

• Experience helping launch or commercialize a new product, business line, or AI-enabled workflow.

Key Traits for Success

• Highly customer-centric and relationship-oriented.

• Commercially minded and comfortable supporting revenue growth.

• Entrepreneurial, self-driven, and comfortable with ambiguity.

• Skilled at communicating complex technical concepts in a clear, customer-friendly way.

• Able to translate AI platform capabilities into measurable customer value and outcomes.

• Effective collaborator across technical, product, consulting, and business teams.

• Comfortable balancing strategic thinking with hands-on execution.

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 $135,000-$190,000 , which may include base compensation and other eligible incentive components. The final offer will depend on experience, location, and fit within the role's scope.

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.  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.