About the role

Luma is seeking a Relationship Manager to serve as the day-to-day partner for our Registered Investment Adviser (RIA) client franchise across the United States. This is a buy-side coverage role: your clients are the independent RIAs, hybrid RIAs, multi-family offices, RIA aggregators and consolidators, OCIOs, and TAMPs that use Luma to research, price, trade, and manage products on behalf of their clients.

The primary focus of this role is Luma’s existing RIA client base: ensuring client success and partnering with each firm on enhancing their platform experience. Alongside that, the role supports the firm’s growth initiatives. Working with our sales and investment products teams, you will help new RIA firms adopt the platform for end-to-end structured products and annuity creation, distribution, and lifecycle tracking, and support Luma’s expansion into new product lines, including asset management products and OTC derivatives.

Successful candidates bring structured products expertise, established relationships across the US RIA community, and the credibility to be effective in investment, operational, and platform conversations with fiduciary advisors.

What you'll do

Client Relationship Management (primary focus)

Serve as the primary point of contact for a portfolio of Luma’s live RIA clients across the United States.
Ensure client success and partner with each firm on enhancing their platform experience.
Build and maintain relationships at every level of the client organization: CIOs and investment committees, research and due diligence teams, lead advisors, trading and operations, compliance, and firm leadership.
Run a disciplined coverage cadence of check-ins, business reviews, and adoption discussions; take ownership of client issues with urgency and close the loop.
Drive platform engagement by identifying under-used capabilities and leading training and re-engagement efforts for advisors and home-office teams.
Help RIA clients integrate structured products and annuities into their model portfolios, custodial workflows, and fee-based advisory practices.
Assume ongoing relationship coverage for newly onboarded clients once they are live.

Supporting New Client Growth

Partner with Luma’s sales leads to identify new RIA firms across the US, leveraging existing relationships and channel knowledge to reach the right decision-makers.
Support the commercial process with client discovery, platform demos, and structured products expertise alongside sales leads.
Partner with Implementation, Product, and Engineering so new clients go live successfully and efficiently, including custodian connectivity and firm-level compliance configuration.
Help newly onboarded clients reach steady-state use of the platform for end-to-end structured products and annuity creation, distribution, and lifecycle tracking.
Supporting Market and Product Expansion
Collaborate with sales and investment products teams to extend Luma’s footprint beyond structured notes into annuities, asset management products, OTC derivatives, and adjacent wrappers, with existing clients and new prospects alike.
Monitor RIA industry trends, including consolidation, the growth of outsourced investment platforms, and SEC regulatory developments, to inform Luma’s channel engagement strategy.

Cross-Functional Collaboration

Provide structured feedback to Product and Engineering teams, representing RIA channel requirements in roadmap discussions.
Partner with Marketing on campaigns, events, and client-facing initiatives.
Collaborate with sales efforts to ensure a robust and accurate pipeline.
Represent Luma at industry events, custodian conferences, and client meetings across the country.

Qualifications

5+ years of experience in relationship management, client coverage, sales, or business development within structured products, derivatives, or alternative investments.
Strong working knowledge of structured products: payoff structures, pricing mechanics, and the trade workflow from RFQ through maturity.
Established network across the US RIA community: independent and hybrid RIAs, multi-family offices, RIA aggregators and consolidators, OCIOs, and TAMPs.

Luma Financial Technologies is unable to sponsor work visas or provide employment-based immigration sponsorship for this position, now or in the future. Applicants must be legally authorized to work in the United States without current or future sponsorship.

Any misrepresentation, including regarding work authorization or sponsorship needs during the application or interview process will result in disqualification from consideration for this role or termination of employment.

Luma Financial Technologies

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