Enterprise Sales Director, Lumos
$280-370k
OTE
App store for companies
Be an early applicant
App store for companies
21-100 employees
Be an early applicant
$280-370k
OTE
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 +X employees and an understanding of how to navigate buying process at larger organizations
- Experience managing an enterprise sales team with demonstrated success
- 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 our Enterprise Sales Director you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Enterprise Account Executives consistently meet and exceed their targets
- This role is crucial in scaling our revenue and expanding our customer base in the Enterprise segment
- Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point
- Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed
- Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure
- Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance
- Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence
- Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs
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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