[Remote] Enterprise Sales Director at Lumos

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, Enterprise SoftwareIndustries

Requirements

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
Thrive in a high-growth, evolving environment and enjoy building efficient process

Responsibilities

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

Skills

Key technologies and capabilities for this role

Enterprise SalesTeam ManagementSales StrategyAccount ManagementProspectingMultithreadingValue-Based SellingTerritory PlanningHiringMentoringQuota ManagementBusiness Planning

Questions & Answers

Common questions about this position

What experience is required for the Enterprise Sales Director role?

Candidates need 5+ years leading enterprise account executives and 12+ years total in B2B SaaS sales, along with a consistent record of team over-attainment in complex, multi-stakeholder sales environments.

Is this a remote position or does it require travel?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What is the company culture like at Lumos?

Lumos offers a unique culture in an early-stage company where employees have actual influence on the company's trajectory, with a deep care for people and a philosophy outlined in their values.

What makes a strong candidate for this Enterprise Sales Director position?

A strong candidate has 5+ years leading enterprise AEs, 12+ years in B2B SaaS sales, and a proven track record of team over-attainment in complex sales cycles.

Lumos

SaaS management and identity governance platform

About Lumos

Lumos provides a platform for managing software applications, user access, and vendor relationships, specifically designed for IT and security teams. The platform automates routine tasks such as access provisioning and user access reviews, which helps reduce the workload on these teams and allows them to focus on more strategic projects. Unlike many competitors, Lumos emphasizes integration and automation, which leads to significant cost savings and improved efficiency for its clients. The goal of Lumos is to streamline IT operations, enhance security measures, and ensure compliance with various regulatory standards, ultimately helping organizations save time and reduce operational costs.

Palo Alto, CaliforniaHeadquarters

2020Year Founded

$63.2MTotal Funding

SERIES_BCompany Stage

Enterprise Software, CybersecurityIndustries

51-200Employees

Benefits

💯 Remote work culture

💯 Medical, Vision, & Dental coverage covered by Lumos

🛩 Quarterly team bonding trips fully covered by Lumos + Annual bonding stipend for even more travel flexibility

💻 Optimal WFH setup to set you up for success

🌴 Unlimited PTO, with minimum time off to make sure you are rested and able to be at your best

👶🏽 Up to (4) months off for both the Birthing & Non-birthing parent

💰 Wellness stipend to keep you awesome and healthy

🏦 401k contribution plan

Risks

Integration challenges with Fastgen's technology could delay product rollouts.

New leadership may lead to strategic misalignments affecting company culture.

Rapid growth may strain resources, risking potential service disruptions.

Differentiation

Lumos offers a unified platform for SaaS management and identity governance.

The platform automates routine IT tasks, reducing burnout and enhancing efficiency.

Lumos provides granular user access reviews for compliance with standards like SOX and ISO 27001.

Upsides

Acquisition of Fastgen's technology enhances Lumos's identity lifecycle management capabilities.

Winning the 2024 SINET16 Innovator Award boosts Lumos's industry credibility.

$35M Series B funding supports growth and expansion in SaaS and identity management.

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