Channel Account Director

Lumos; United States; Remote; USD 225,000 - 265,000; Full time

Benefits offered by this job

Remote work

Medical insurance

Mental health resources

Wellness stipend

Life insurance

Flexible PTO

Parental leave

Learning stipend

Company offsites

401(k) matching

Job summary

Lumos is hiring a Channel Account Director / Strategic Partner Manager to oversee strategic security partners in the East. You will drive partner-sourced pipeline, educate partners on identity security for AI agents, and manage deal registrations with speed and fairness.

The role requires strong enterprise relationships and a seller-first approach. Remote role based in the US with 40–50% travel across the East.

Qualifications

• 7+ years in sales, including 4+ years in vendor-side channel at a high-growth security company.
• Deep relationships with enterprise security solution providers.
• A seller-first mindset with demonstrated ability to hit partner-sourced numbers using MEDDPICC.
• Curious about AI agents; identity experience is a plus, not required.
• Salesforce hygiene and deal-management rigor.
• Strong communication, ethics, adaptability, grit and empathy.

Responsibilities

• Build partner-sourced pipeline deal-by-deal and own the number.
• Teach partners our story, including identity security for AI agents.
• Run fast and fair deal registrations to earn trust with partners and AEs.
• Co-sell live deals with AEs and SEs and help partners grow services revenue.
• Travel 40% to 50% across the East region.

Skills

Channel sales

MEDDPICC

Enterprise relationships

Salesforce hygiene

Communication skills

Ethics and empathy

Travel readiness

Tools

CRM software

Job description

Every breach, every failed audit, every new hire stuck in onboarding purgatory traces back to the same question: who has access to what — and should they?

Identity is where modern companies break. Too much access leaks data. Too little grinds the business to a halt. Lumos is the industry's first Autonomous Identity Platform — software that doesn't just surface access risk, but acts on it. We started with a self-service AppStore and grew into the critical infrastructure connecting apps, identities, and data for GitHub, MongoDB, Mars, Pinterest, Anduril, Intercom, Roku, and Netskope. At the center is Albus, our AI agent for identity — mining roles, approving access, and catching the drift humans miss.

You’ll ship work that thousands of IT and security teams touch every day. You’ll own problems without playbooks, because the category is being redefined in real time — by us.

Why Lumos?

• Jump on a rocketship. Since launching out of stealth in April 2022, we've grown from 20 to ~130 Alchemists and raised over $65M from a16z, Scale, Neo, Greg Brockman (President at OpenAI), and Phil Venables (CISO at Google).

• Customers love us — and so does the industry. Named a Strong Performer in the 2026 Gartner Voice of the Customer for IGA — 4.7/5, with 96% of reviewers saying they'd recommend us. Our customers cut time-to-access by 98%, slash IT tickets by 72%, and eliminate excess privilege at scale.

• A culture worth joining. Three years running on Forbes' Top 100 Best Startup Employers in America (2024, 2025, 2026) — measured on culture, retention, growth, and job creation. That's our Alchemists, not our marketing. See what we live by here.

Lumos helps enterprises govern who and what has access to their systems, and the "what" now includes AI agents. Some of our best deals come through partners, and we want many more of them.

As our Channel Account Director / Strategic Partner Manager, you'll own our most strategic security partners in the East. You'll spend your time where deals start: with partner sellers, in their territories and in their accounts.

What you'll do

• Build partner-sourced pipeline seller by seller, and carry the number
• Teach partners our story - including identity security for AI agents, so their sellers can repeat it
• Run deal registration fast and fairly, so partners and our AEs trust you
• Co-sell live deals with our AEs and SEs, and help partners grow services revenue on Lumos
• Travel 40% to 50% across the East

What we're looking for

• 7+ years in sales, including 4+ years in vendor-side channel at a high-growth security company
• Deep relationships with enterprise security solution providers
• A seller first: you know your partner-sourced number cold, and you hit it with demonstrated understanding of MEDDPICC sales methodology
• Curious about AI agents. Identity experience is a plus, not a requirement
• Salesforce hygiene and deal management rigor
• Strong communication skills, operate with ethics, adaptability, grit and empathy

What We Value:

We also care about whether you would be a good fit for Lumos based on the values and characteristics that define how we achieve outcomes, not just your resume.

Pay Range:

OTE: $225,000 - $265,000 (70/30 split) plus equity & benefits. Note that this range is a good faith estimate of likely pay for this role; upon hire, the pay may differ due to skill and/or level of experience.

Location:

This is a remote role for someone based out of New York, New Jersey, Boston, Texas or Atlanta. An individual in this role can expect to travel 40 to 50 percent across the East.

#LI-Remote

Benefits and Perks:

• Remote-first culture – Work from anywhere within ±4 hours of Pacific Time.
• Medical, dental & vision insurance – 100% of premiums covered for employees, 60% for dependents. HSA and FSA available with employer contribution. International benefits align with local standards.
• Mental health support – Access to mental health resources and support.
• Monthly wellness stipend – A monthly stipend for gym memberships, fitness apps, and whatever helps you recharge.
• Life & disability insurance – Life insurance, short-term disability, and long-term disability coverage available.
• Flexible PTO – Flexible time off with a minimum annual requirement, because rest is part of doing your best work.
• Parental leave – Up to 16 weeks of paid parental leave for expecting parents.
• $1,000 annual learning stipend – An annual budget for courses, books, conferences, and certifications.
• Company & team offsites – Company and team bonding trips throughout the year, fully covered by Lumos.
• 401(k) with matching – Employer 401(k) matching to help you save for the future.