[Remote] Sales Leader, Emerging Enterprise 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

3+ years leading mid-market or commercial AE teams in B2B SaaS
7+ years total in quota-carrying sales roles
Proven team quota attainment and strong hiring and coaching track record
Mastery of consultative selling (MEDDPICC, Command of the Message, Challenger, Solution Selling, Sandler)
Forecast and operating rigor in Salesforce
Domain fluency in identity, security, or enterprise apps is a plus
Clear, executive-ready communication and ability to partner with cross-functional teams
Thrives in a high-growth environment with evolving processes

Responsibilities

Hire, ramp, and coach a high-performing team of Emerging Enterprise AEs
Set clear input standards for prospecting and pipeline creation; co-own PG plays with SDR and Marketing
Run weekly forecast and deal inspection, driving accuracy and clear next steps on top opportunities
Ensure tight MEDDPICC quality, executive alignment, and paper process on all Stage 3+ deals
Improve the sales playbook for segment needs, including talk tracks, sequences, and partner routes
Partner with SE and Customer Success to set strong expectations pre-sale and a clean handoff post-sale
Use data to diagnose gaps, lift win rate, reduce cycle time, and increase ASP
Build an accountable, “wins together” team culture

Skills

Key technologies and capabilities for this role

Sales LeadershipTeam ManagementPipeline GenerationForecastingMEDDPICCProspectingDeal InspectionExecutive AlignmentSales CoachingSales Operations

Questions & Answers

Common questions about this position

What experience is required for the Sales Leader role?

Candidates need 3+ years leading mid-market or commercial AE teams in B2B SaaS, 7+ years total in quota-carrying sales roles, proven team quota attainment, and mastery of consultative selling methodologies like MEDDPICC.

Is this a remote position or does it require office work?

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 you have actual influence on the trajectory, with a focus on deeply caring about people and living by their philosophy and values.

What makes a strong candidate for this Sales Leader position?

A strong candidate has a proven track record in team quota attainment, strong hiring and coaching skills, forecast rigor in Salesforce, clear executive communication, and thrives in high-growth environments.

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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