Enterprise Sales Director, Lumos
$350-420k
OTE
~50/50 split between base pay and variable earnings
Access management for business apps & data
Be an early applicant
Access management for business apps & data
101-200 employees
Be an early applicant
$350-420k
OTE
~50/50 split between base pay and variable earnings
101-200 employees
Company mission
To help organizations to become secure, compliant and productive.
Role
Who you are
- 5+ years leading enterprise account executives with 12+ years total in B2B SaaS sales
- Consistent record of team over-attainment in complex, multi-stakeholder enterprise deals
- Deep understanding of SaaS/Cloud GTM; identity/security or enterprise IT domain fluency is a plus
- Mastery of MEDDPICC/Command of the Message/Challenger; proven EB access and value selling
- Forecast discipline and SFDC rigor; comfortable with inspection, stage exit criteria, and exec roll-ups
- Strong cross-functional influence with SE, Marketing, Channel, Product, and Success
- Executive presence, ability to sell to CEOs, CFOs, CIOs, CISOs, and business leaders
- You thrive in a high-growth, evolving environment and enjoy building efficient process
- We also care about whether you would be a good fit for Lumos based on the values and characteristics that define how we achieve outcomes, not just your resume
What the job involves
- As the Enterprise Sales Director (Central or West US), you’ll lead Lumos’ strategic/enterprise segment across the Central region for companies 2,000+ employees
- You’ll manage a team of quota-carrying Enterprise AEs, own regional strategy and execution, and partner tightly with SE, SDR, Marketing, Channel, and Success to win competitive evaluations, expand key accounts, and deliver predictable growth
- Attract, hire, ramp, and mentor a high-performing team of Enterprise AEs; raise the hiring bar and build bench strength
- Set clear activity and quality standards for prospecting, multithreading, EB alignment, and value-based selling
- Own the regional business plan: territory design, account prioritization, vertical/partner plays, and resource allocation
- Run a tight operating cadence: weekly forecast and deal inspection, exec weekly deal reviews, QBRs, stage exit criteria, and risk mitigation
- Ensure world-class execution of sales process; complete MEDDPICC, defined paper process, and CFO/CIO/CISO access
- Lead pipeline generation strategy with SDR/Marketing; drive executive prospecting and field events in-region
- Partner with SE leadership to standardize demo/POC success criteria and compress POV cycles
- Build a partner co-sell motion with priority resellers/SIs to accelerate cycles and unlock whitespace
- Use data to diagnose gaps (coverage, win rate, cycle time, ASP) and implement corrective plays quickly
- Foster an accountable and performance based culture, celebrate wins, coach gaps, and develop future leaders
Our take
Modern companies leverage many different SaaS platforms to provide their staff with the tools they need to stay productive, but managing this can be a convoluted process. It can be complicated to govern software permissions, compliance and licenses for so many employees, with most businesses relying on expensive, time-consuming, and manual SaaS management workflows.
Lumos provides a unified employee identity platform and company app store, allowing businesses to manage their SaaS licenses and permissions in one place. The platform supercharges productivity by doing away with the need for manual permissions approvals, automating the process to save time while ensuring compliance.
Most businesses already have SaaS management systems in place, but Lumos has the potential to disrupt the market through its unified, self-serve approach. The company has raised significant funding over the years, the latest of which is being channeled into expanding the app. This comes after an impressive 9x growth since its last fundraise.
Freddie
Company Specialist at Welcome to the Jungle
Insights
68% employee growth in 12 months
Company
Funding (2 rounds)
May 2024
$35m
SERIES B
May 2022
$30m
EARLY VC
Total funding: $65m
Company benefits
- Two Company Off-Sites Per Year
- 100% Remote + Opportunity To Work From Our Office in SF
- Monthly Wellness Budget
- 16-Week Parental Leave for All Parents
- Career-Development Funding
Company HQ
Pacific Heights, San Francisco, CA
Leadership
Alan Flores-López
(Co-Founder)Experience as aCryptography Engineer for Cambrian Tech. Was also a Software Engineer for Samsara.
Leo Mehr
(Co-Founder)Former Head of Engineering for the company. Currently works in Engineering at Ramp, and was an Algorithm Engineer for Hudson River Trading.
Andrej Safundzic
(Co-Founder & CEO)Experience as Co-Founder and CPO of Starthub Africa. Also co-founded DigitalService4Germany.
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