Enterprise Account Executive

Position Overview

• Location Type: Remote
• Job Type: Full-Time
• Salary: (Salary not provided in the description)

Lumos is a fast-growing startup solving app and access management challenges for organizations. They are pioneering a unified platform to untangle complex relationships between apps, identities, and data. The company has experienced significant growth in the past two years and is backed by prominent investors.

Your Role

• Mission Driven: Demonstrate a passion for helping large enterprise customers solve complex problems and transform their organizations.
• Full Sales Cycle Ownership: Manage the full sales cycle for potential enterprise customers from prospecting to close.
• Pipeline Generation: Take ownership of pipeline generation for your region in partnership with the SDR and Marketing teams.
• Discovery Champion: Demonstrate expertise and curiosity in the discovery process.
• Value Based Demo Master: Tie challenges, pain, and goals to a solution, partnering with the Sales engineering team to drive technical demos.
• Collaboration: Share insights and learnings from sales conversations, collaborate with Customer Success for onboarding and customer experiences, and collect insights for the product team. Work with Marketing to create and execute campaigns.
• Deep Caring: For your team and customers, committed to their success long after the initial sale. Approach the sales process with empathy.

Requirements

• Experience: 8+ years of experience in B2B SaaS Sales
• Enterprise Experience: 3+ years of experience selling to companies with +2000 employees and understanding of the buying process at larger organizations.
• Sales Methodology: Demonstrated understanding of MEDDPICC sales methodology.
• Buyer Experience: Experience working with IT, Security, GRC, or similar technical buyers (experience selling cybersecurity is a plus).
• Startup Aptitude: Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined.
• Salesforce Proficiency: Salesforce.com hygiene and deal management rigor.
• Communication Skills: Strong communication skills.

Responsibilities

• Manage the full sales cycle for enterprise customers.
• Generate pipeline for your region.
• Conduct thorough discovery sessions.
• Deliver value-based demonstrations.
• Collaborate with Customer Success and Marketing teams.
• Share sales insights and learnings.

Company Information

• Company: Lumos
• Stage: Early-stage startup (launched out of stealth mode ~2 years ago)
• Growth: Rapid growth – team size has grown from 20 to ~100 people and customer base has grown 10x.
• Funding: Backed by Andreessen Horowitz (a16z) and has raised over $65 million.
• Values: (Values not explicitly stated, but implied to be important - check out their values page for details)
• Customers: Serving companies like GitHub, MongoDB, and Major League Baseball.