About ten years ago, Lumary’s founder and CEO was building custom Salesforce solutions for therapy practices in Australia focused on care for the elderly and disabled. As demand grew and he hired a team, Lumary was formed and created a dynamic set of products to help practices in this part of the healthcare space to scale.

After significant growth in Australia, Lumary launched into the US ABA space. Here, we primarily serve companies who provide therapy to children and adults with autism through ABA therapy, but also occupational, physical, and speech therapy among others.

Our clients in the ABA space are truly special. Many of them started from a single BCBA whose love and skill for her clients created demand that led her to starting a company. It’s typical for a single founder to grow over a short time to build a company of 50, 100, 500, up to thousands of staff, all dedicated to the mission of serving a community of clients with autism who nearly always are in need of high quality and accessible therapy.

Lumary provides a full practice management solution to our clients. Clients use Lumary to collect extensive intake information from interested new clients and land that from their website and via text messages into new and updated client records in our system. We do the same with new staff applicants - often integrating to an ATS/recruiting system as well. As administrators guide client and staff records through Lumary to the point of being able to schedule therapy sessions, dedicated schedulers create these sessions in Lumary. Part of the genius of Lumary is checking for potential issues at this point with availability, staff credentials, and client policy/authorization limits at the point of scheduling to avoid costly payer denials during claims processing later.

Once a session is scheduled, it’s typically created via real-time, bi-directional integration with one of our great data collection partners like Hi Rasmus. In these systems, clinicians then conduct therapy and capture data from sessions. All relevant data is transferred back to Lumary. Through this process, clinicians have the ability to manage their own schedules as well as complete appointments. A completed appointment in Lumary triggers the creation of claims, which billing staff can submit to payers via multiple, redundantly integrated clearinghouses, all in Lumary. Staff can also see payments posted. Administrators can then with a few clicks send data for completed appointments off to payroll so staff is paid accurately and on-time.

At Lumary we made the strategic choice to build our solution on Salesforce. This means that all the data described above exists in one client system, and can all be reported on and visualized in Salesforce’s easy insights solutions. It also means a system that’s both secure and open via trusted APIs for flexible integrations. Last but not least - we never have to worry about infrastructure or uptime given the trust Salesforce has earned with the world largest, fastest-growing, and most complex companies for decades.

The Lumary Account Executive

Lumary has earned a great reputation in the North American ABA market. One of the fruits of this is regular inbound demand from new clients. The Lumary AE’s role is primarily concerned with thoughtfully and consultatively partnering with these companies.

This process starts with great discovery. As a great AE, you’ll flex your schedule to make time for the new client and understand the business, the needs or opportunities that spurred outreach, etc. From here, you’ll typically schedule one or multiple demo sessions. For smaller clients, this could be one ~90 minute meeting with a few key leaders from the client owning clinical operations, scheduling, billing, finance, etc. For larger clients this will be multiple sessions where each team gets a more focused demo. Many of these demos will be run by a Lumary Sales Engineer, though a great AE is also expected to self-pilot demos frequently.

While an SE does a lot of the show-and-tell, you’ll continue your discovery to understand where Lumary can help most, what opportunities the new client is tapping into, and what obstacles both sides see to deeper partnership. Typically you will also own coordinating a parallel partnership cycle with a data collection partner such as Hi Rasmus.

From here, you’ll understand the client’s budget and build a proposal to educate them on pricing. You’ll coordinate resources from the Lumary services team to more deeply scope the implementation project and assess costs here. You’ll then be able to create a final contract with all pricing. Once executed with the client, you’ll transition the client to their project manager who will guide them to using Lumary to run their business.

Our clients are amazing and you’ll enjoy continuing to build relationships with them through implementation and go-live. You will meet existing clients mid-journey with Lumary as well and guide them through contract renewals and expansion.

Internally, you’ll learn the simple qualification and pipeline philosophy that allows us to maximize time with clients while forecasting the growth your creating back to the business. You’ll get to build key relationships with the product and finance teams as well as the rest of our go-to-market organization. We are a highly skilled team - we reach our goals as a team. Your internal relationships and the culture we create together are our lifeblood.

What Will Help a Lumary AE Succeed

At Lumary, we love hiring new teammates with experience in the medical/therapy space. Just as important as experience is an excitement to learn. The ideal candidate will have a combination of these - plus the flexibility and drive to be a key builder in a growing start-up.

As an ideal candidate, you:

-- Have spent at least a year on the client side of a business in the medical space. You have an understanding of how a medical practice runs, with an emphasis on billing insurance and medicaid.

-- Are excited to learn something new - particularly about the world of ABA! We’d expect you’re so excited about this that from the first call you demonstrate research you’ve done on your own and ask questions of us to help guide you on.

-- Have sold complex software solutions to net-new clients with an emphasis on deep, curious discovery across multiple functions in their companies.

-- Are much more excited to evaluate/improve or help create existing processes than rest on ones that have existed for years. We are a start-up and constantly changing and striving to learn and do better for our clients.

-- Care deeply about the success of our clients, company, and yourself - in that order.

Lumary's Core Values

We ‘Lead with an open heart’ assuming positive intent and being courageous
We ‘Start with the end in mind’ focussing on long-term impact of our actions and decisions
We ‘Take action in uncertainty’ by proactively taking the next best step and exercising autonomy
We ‘Enable others for our collective good’ through kindness and a team-first approach

Benefits & What Lumary Offers You

Internationally growing company working towards a purposeful vision: Empowering sustainable healthcare
Flexibility to work from home and the office - hybrid working environment if based at on office location in Adelaide, Sydney or Denver, alternatively fully remote if not employed at an office location
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 'Lumary Live' and 'Lumary Connect' bi-annually for connection and company alignment
Monthly dedicated Social Connection days 'Connectivity Fridays'
Quarterly employee engagement surveys (currently at 79% employee engagement)
Grow your career with us, own your personal and professional development with your Training and Development budget
401k, health insurance (medical, dental, vision), FSA & HSAs offered - no waiting periods apply
Paid parental leave

Working at Lumary

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.

Apply now

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