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Salary: USD 260,000 - 320,000 / annual
Lumos is an Autonomous Identity Platform that helps enterprises solve access risk and identity management at scale. The company has grown rapidly since launching from stealth in April 2022, now serving customers including GitHub, MongoDB, Mars, Pinterest, Anduril, Intercom, Roku, and Netskope. Backed by a16z, Scale, and Neo, Lumos has raised over $65M and employs approximately 130 people.
As an Enterprise Account Executive, you will drive growth by identifying, engaging, and closing new business and expansion opportunities for enterprise accounts. You will be the primary face of Lumos to large customers, managing complex sales cycles and building long-term strategic relationships.
Key responsibilities include:
- Managing the full sales cycle from prospecting through close for enterprise customers
- Taking ownership of pipeline generation for your region in partnership with the Sales Development team
- Conducting expert discovery conversations to understand customer challenges and business needs
- Delivering value-based selling and strategic technical demonstrations in partnership with the Sales Engineering team
- Collaborating with Customer Success to ensure high-quality onboarding and long-term customer outcomes
- Sharing insights from sales conversations with product and cross-functional teams
- Approaching the sales process with empathy and commitment to customer success beyond the initial sale
The role offers a remote-first culture with flexibility to work from anywhere within ±4 hours of Pacific Time, though the primary location is the Bay Area. You will work in a startup environment where resources and processes are still being built and refined, requiring nimbleness and adaptability.
REQUIREMENTS:
- 8+ years of experience in B2B SaaS sales
- 2+ years of experience selling to companies with 1,000+ employees and demonstrated understanding of enterprise buying processes
- Demonstrated understanding of MEDDPICC sales methodology
- Experience working with IT, Security, GRC, or similar technical buyers (cybersecurity sales experience is a plus)
- Ability to thrive in a startup environment with evolving resources and processes
- Proficiency with Salesforce and sales tooling with strong deal management discipline
- Strong communication skills and ability to partner effectively with cross-functional teams
About Lumos
Autonomous Identity Platform — software that surfaces and acts on access risk; self-service AppStore connecting apps, identities, and data. Backed by a16z, Scale, Neo.
