Enterprise Account Executive, Lumos
$260-280k
OTE
$130-140k
BASE
More information about location
App store for companies
Open for applications
App store for companies
21-100 employees
Open for applications
$260-280k
OTE
$130-140k
BASE
More information about location
21-100 employees
Company mission
To help organizations to become secure, compliant, and productive.
Role
Who you are
- 6+ years of experience in B2B SaaS Sales
- 3+ years of experience selling to companies +1000 employees and an understanding of how to navigate buying process at larger organizations
- Demonstrated understanding of MEDDPICC sales methodology
- Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
- Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
- Salesforce.com hygiene and deal management rigor
- Strong communication skills, operate with ethics, adaptability, grit and empathy
What the job involves
- As an Account Executive, you’ll be the face of Lumos, working with some of the fastest growing, innovative companies in the world
- As a customer-centric team player, you will play a vital role in the customer journey
- You are motivated to build a significant book of business to help fuel growth and are the definition of a true partner - you get joy out of seeing your customers, company, and peers succeed
- Mission Driven:
- You have a passion for helping customers solve problems that truly add value
- We’re on a mission to become the AppHQ platform for companies and you gain joy in working towards a common goal of delivering on a promise rooted in building a product that will fundamentally change how IT and security work
- Full Sales Cycle Ownership:
- Demonstrate excellence in finding, meeting and managing potential customers, deeply understand their goals, challenges and needs, and assess whether Lumos is a potential fit
- You are the owner of the journey and know the details required to bring a deal from prospect to customer
- Pipe Builder:
- Pipeline building master, who is eager to control your own outcomes
- You’ve had to generate and manage your own deals and can share dozens of examples of key logos you’ve sourced, managed and won!
- You’ll also partner with the SDR and Marketing team to build additional sales pipeline and drive the full sales cycle
- Discovery Champion:
- Natural curiosity, well…comes naturally
- You know that stopping at the first answer is never the answer and that going deep into the caverns of a problem or goal will help you determine if you can truly help a potential customer
- Ideally you have a favorite methodology, but uncovering motivations and how an evaluation cycle will unfold is table-stakes for you
- Value Based Demo Master:
- No feature function for you!
- You pride yourself on tying challenges, pain and goals to a solution and like to control your own clicks
- Even for more technical demos where you partner with a sales engineer, you never take a back seat and are constantly finding ways to add value, tell customer stories and confirm you’re hitting the mark
- Collaboration:
- Be the eyes and ears for Lumos teams that are not customer-facing
- Hare insights and learnings from your sales conversations
- Collaborate with Customer Success to build high-quality onboarding and customer experiences
- Collect insights from sales calls for our product team. Work with Marketing to create and execute campaigns to help with sales strategy
- 1% Better Every Day:
- There’s an ongoing passion to improve daily and take feedback that will help you succeed
- You rarely have to be told the same thing twice and like to get outside of your comfort zone, because you know that’s where the magic happens
- Deep Caring:
- For your team and customers
- Ommitted to your customer’s success long after the initial sale
- Through personalization, responsiveness and tailoring a unique sales experience you have had past customers tell you they felt like they were your only account and wished you were their Account Executive for every software purchase
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 & company app store, allowing businesses to manage their SaaS licenses and permissions, facilitate rapid access reviews, and serve access ticketing within the same platform. The company tackles these challenges through an automated review process of self-serve access tickets, preventing the need for manual approval of permissions, and ultimately ensuring compliance whilst saving time, and money, and preventing wasted SaaS subscriptions.
Most businesses already have SaaS management systems in place, but Lumos shows the potential to disrupt the market through its self-serve, automated approach. Furthermore, the platform also stands out with its unified approach to SaaS management, identity governance, and access ticketing, preventing businesses from having to rely on multiple solution platforms.
Freddie
Company Specialist at Welcome to the Jungle
Insights
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
Articles
Leadership
Alan Flores-López
(Co-founder)Experience as Cryptography Engineer for Cambrian Tech. Software Engineer for Samsara from 2019 to 2020.
Leo Mehr
(Co-founder)Experience as Head Teaching Assistance for Stanford University. Algorithm Engineer for Hudson River Trading from 2016 to 2018.
Andrej Safundzic
(Co-founder & CEO)Experience as co-founder and CPO of Starthub Africa. Co-founder of DigitalService4Germany from 2018 to 2020.
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