Head of Revenue Operations

Salary: $180,000 - $240,000

Location Type: [Not Specified]

Employment Type: [Not Specified]

Position Overview

Lumos is building the critical infrastructure that defines relationships between apps, identities, and data, solving the app and access management challenges for organizations of all sizes through a unified platform. Imagine an enterprise-grade AppStore at work, ensuring easy search, request, and access to any app precisely when needed, eliminating long IT request wait times.

Why Lumos?

• Jump on a Rocketship: Grown from 20 to ~100 people in just over 2 years, with a 10x increase in customer base, including companies like GitHub, MongoDB, and Major League Baseball.
• Build with Renowned Investor Backing: Supported by Andreessen Horowitz (a16z) since inception, with over $65m raised from investors like Scale, Neo, Greg Brockman (President at OpenAI), and Phil Venables (CISO at Google).
• Thrive in a Unique Culture: Join an early-stage company where you have a significant influence on the company's trajectory. We deeply care about our people and our philosophy, which you can explore further [here]([Link to values not provided]).

Role Description

As the Head of Revenue Operations at Lumos, you will have a significant opportunity to shape how sales and other business functions optimize revenue-generating processes, playing a critical role in driving consistent and scalable growth.

Responsibilities

• Own the RevOps Tech Stack:
  • Evaluate, implement, and optimize tools such as Salesforce, HubSpot, Gong, Outreach, and Gainsight.
  • Ensure systems are integrated, reliable, and support a scalable, standardized Go-To-Market (GTM) motion.
  • Build enablement materials for proper training and change management.
• Drive Data Integrity and Process Automation:
  • Maintain clean and consistent data across all systems.
  • Build automated workflows and streamline processes to improve pipeline management, lead flow, and sales efficiency.
  • Ensure data quality and governance for account hierarchies, firmographics, and ownership in partnership with cross-functional teams like Marketing Operations and Data.
• Manage Territory, Routing, and Scoring Frameworks:
  • Design and maintain lead routing, territory assignments, and account scoring models.
  • Align coverage with market opportunity and support annual/quarterly planning.
  • Partner with sales leadership to define coverage models and ensure alignment between headcount, capacity, and territory potential.
• Oversee Forecasting and Revenue Operations Cadence:
  • Run forecasting, pipeline tracking, and revenue reporting.
  • Ensure sales and Customer Success (CS) leaders have visibility into performance and productivity.
  • Identify bottlenecks and implement solutions to streamline operations and shorten sales cycles.
• Deliver Insights and Reporting:
  • Build dashboards and analyze trends across pipeline, rep performance, and revenue to uncover growth opportunities.
  • Provide actionable insights using tools like Salesforce, Excel, and BI platforms.

What We’re Looking For

• 8+ years of experience in Revenue Operations, Sales Operations, or a similar role, with a strong track record in high-growth B2B SaaS environments.
• Proven success supporting Enterprise sales cycles, complex deals, and account-based strategies.
• High proficiency in Salesforce and HubSpot. Experience with Gainsight, Gong, Clari, and similar GTM tech stack tools is a strong plus.
• Attention to detail and a commitment to driving operational excellence.
• Strong communication skills with the ability to translate data into insights and collaborate effectively across GTM teams.

What We Value

We also prioritize cultural fit based on the values and characteristics that define how we achieve outcomes, not just your resume.

Thank you for considering Lumos, we hope to hear from you! 🎉