Enterprise Sales Director, East

Lumos; United States; Remote; USD 300,000 - 450,000; Full time

Job summary

Lumos is seeking an Enterprise Sales Director to lead their sales strategy and build a high-performing sales team. The ideal candidate will bring over 8 years of B2B SaaS experience, with a strong emphasis on managing teams and driving successful sales processes. This key role involves ensuring team accountability and collaborating effectively with various departments to achieve sales goals, all while thriving in a dynamic startup environment.

Benefits

Remote work culture (+/-4 hours Pacific Time)

Medical, Vision, & Dental coverage

Company and team bonding trips

Optimal WFH setup

Unlimited PTO

Up to 16 weeks for expecting parents

Wellness stipend

401k matching plan

Qualifications

• 8+ years of experience in B2B SaaS Sales, experience in cybersecurity is a plus.
• 3+ years managing high performing enterprise sales teams.
• Strong understanding of MEDDPICC sales methodology.

Responsibilities

• Develop and implement strategies for pipeline creation and management.
• Enforce rigorous sales processes and ensure accurate Salesforce usage.
• Design onboarding programs for new AEs and implement targeted coaching.

Skills

Communication

Sales Management

Sales Process Discipline

Collaboration with Cross-functional Teams

Job description

Imagine having an enterprise-grade AppStore at work — one that ensures you can easily search, request, and gain access to any app you need, precisely when you need it. No more long waiting times with outstanding IT requests. Lumos is solving the app and access management challenges for organizations of all sizes through a unified platform. Our fast-growing startup is pioneering the way to untangle the complex web of app and access management by building the critical infrastructure that defines relationships between app, identities and data.

Why Lumos?

• Jump on a Rocketship: Since launching out of stealth mode just over 2 years ago, our team has grown from 20 to ~100 people and our customer base has 10x’ed with companies like GitHub, MongoDB and Major League Baseball!
• Build with Renowned Investor Backing: Andreessen Horowitz (a16z) backed us since the beginning and we've raised over $65m from Scale, Neo, Greg Brockman (President at OpenAI), Phil Venables (CISO at Google), and others.
• Thrive in a Unique Culture: You’ll join an early-stage company where you have actual influence on the trajectory of the company. We deeply care about our people and the philosophy we live by - check outour values here.

Role Description

As our Enterprise Sales Director you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Enterprise Account Executives consistently meet and exceed their targets. This role is crucial in scaling our revenue and expanding our customer base in the Enterprise segment.

Your Responsibilities

• Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point.
• Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed.
• Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure.
• Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance.
• Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence.
• Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs.

What We’re Looking For:

• 8+ years of experience in B2B SaaS Sales, experience in cybersecurity is a plus
• 3+ years of experience hiring and managing high performing enterprise sales teams
• Understanding of MEDDPICC sales methodology
• Experience working with IT, Security, GRC or similar technical buyers
• Ability to be nimble and a desire to work in a high-growth, start up environment where resources are still being built or refined
• Salesforce hygiene and deal management rigor
• Strong communication skills and ability to partner with cross-functional teams

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.

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

Pay Range

$300,000 - $450,000 OTE

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.

Benefits and Perks:

• Remote work culture (+/-4 hours Pacific Time)
• Medical, Vision, & Dental coverage covered by Lumos
• Company and team bonding trips throughout the year fully coveredby Lumos
• 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 16 weeks for expecting parents
• Wellness stipend to keep you awesome and healthy
• 401k matching plan