Enterprise Sales Director, East

Position Overview

• Location Type: Remote (+/-4 hours Pacific Time)
• Job Type: Full-time
• Salary: $300,000 - $450,000 OTE (OTE may differ based on skill and experience)

Lumos is building the critical infrastructure that defines relationships between apps, identities, and data, solving app and access management challenges for organizations. We are a fast-growing startup pioneering a unified platform for enterprise app stores.

Why Lumos?

• Rapid Growth: Grown from 20 to ~100 people in just over 2 years, with a 10x increase in customer base.
• Strong Backing: Supported by Andreessen Horowitz (a16z) and raised over $65m from prominent investors.
• Impactful Culture: Join an early-stage company with a significant influence on its trajectory and a strong emphasis on company values.

Role Description

As an Enterprise Sales Director, you will be instrumental in driving sales strategy, building a high-performing sales team, and ensuring Enterprise Account Executives meet and exceed targets. This role is key to scaling revenue and expanding our enterprise customer base.

Responsibilities

• Pipeline Creation and Management: Develop and implement strategies for AEs to build and maintain a robust sales pipeline, achieving 4x pipeline coverage.
• Sales Process Discipline: Enforce rigorous sales processes, ensuring up-to-date Salesforce notes, adherence to steps, and thorough discovery.
• Deal Support and Partnership: Actively participate in critical deals, providing strategic guidance to AEs for successful closure.
• Ramp and Coaching Programs: Design and execute specialized onboarding and coaching programs for AEs to ensure continuous improvement and high performance.
• Performance Monitoring and Accountability: Regularly inspect sales team performance, provide guidance, and maintain accountability for targets and process adherence.
• Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure alignment and seamless collaboration.

Requirements

• 8+ years of experience in B2B SaaS Sales (cybersecurity experience is a plus).
• 3+ years of experience hiring and managing high-performing enterprise sales teams.
• Understanding of the MEDDPICC sales methodology.
• Experience working with IT, Security, GRC, or similar technical buyers.
• Ability to be nimble and thrive in a high-growth startup environment.
• Proficiency in Salesforce hygiene and deal management.
• Strong communication skills and ability to partner with cross-functional teams.

What We Value

We also assess candidates based on their fit with Lumos's values and characteristics, which define how we achieve outcomes.

Benefits and Perks

• Remote work culture (+/-4 hours Pacific Time)
• Medical, Vision, & Dental coverage fully covered by Lumos
• Company and team bonding trips fully covered by Lumos