Enterprise Solutions Engineer

Lumos; San Francisco (CA); Hybrid; USD 185,000 - 250,000; Full time

Benefits offered by this job

Remote-first culture

Medical, dental & vision insurance

Mental health support

Wellness stipend

Life & disability insurance

Flexible PTO

Parental leave

Learning stipend

Offsites

401(k) with matching

Job summary

Lumos is seeking an Enterprise Pre-sales Solutions Engineer to be the technical champion throughout the sales process with our largest, strategic customers. You’ll partner with GTM and technical teams to scale our technical go-to-market motion.

You’ll deliver product demos, build POCs, and craft end-to-end solutions, aligning technical requirements with customer business goals at every stage.

Qualifications

• 5+ years of experience in a pre-sales role within a B2B SaaS company.
• Experience navigating and leading complex enterprise deal cycles.
• Experience working in the identity or cybersecurity industry is preferred.
• Demonstrated success managing the pre-sales process for enterprise customers.
• Fluency in Restful APIs and usage of associated tooling i.e. Postman.
• Knowledge of database models with comfort reading python a plus.
• An empathetic and a customer centric approach.
• Strong desire to work in a high growth start up environment where resources and processes are being actively built out and/or refined.
• Previous start up experience is preferred.
• Solid acumen and comfort leveraging AI tooling such Co-work, Codex, Cursor, etc… in your everyday work process.

Responsibilities

• Serve as a trusted advisor and product expert for Lumos prospects and customers, owning all technical responsibilities required in our sales journey.
• Architect and deliver compelling product demonstrations, proof of concepts (POCs), and develop end to end solutions for our most complex customers, tying technical requirements back to customer business goals at every stage.
• Structure POCs with strong success criteria, taking full ownership of the process and ensuring the resulting implementation is set up for success from the outset.
• Work cross functionally to drive technical and process investments that help scale our go to market teams, grow revenue, enhance our ability to implement quickly, and support the growing Lumos customer base.
• Own initiatives for the Solutions Engineering team that drive meaningful impact for the company, e.g. improving our demo environment, identifying how to make onboarding more self service, and assist with enabling the partner channel.
• Serve as a subject matter expert on the market Lumos is a part of and the use cases it supports. Report internally on market trends, the competition, customer success stories, along with common issues & challenges you are seeing in the field.

Skills

Pre-sales experience

Enterprise deal cycles

RESTful APIs

Postman

Python familiarity

Customer-centric

AI tooling

Empathy

Tools

Postman

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.

Role Description

As an Enterprise Pre-sales Solutions Engineer, you will be our technical champion throughout the sales process with our largest, strategic customers. You’ll partner closely with GTM and technical teams across Lumos and play an instrumental role in scaling our technical go to market motion.

Your Responsibilities

• Serve as a trusted advisor and product expert for Lumos prospects and customers, owning all technical responsibilities required in our sales journey.

• Architect and deliver compelling product demonstrations, proof of concepts (POCs), and develop end to end solutions for our most complex customers, tying technical requirements back to customer business goals at every stage.

• Structure POCs with strong success criteria, taking full ownership of the process and ensuring the resulting implementation is set up for success from the outset.

• Work cross functionally to drive technical and process investments that help scale our go to market teams, grow revenue, enhance our ability to implement quickly, and support the growing Lumos customer base.

• Own initiatives for the Solutions Engineering team that drive meaningful impact for the company, e.g. improving our demo environment, identifying how to make onboarding more self service, and assist with enabling the partner channel.

• Serve as a subject matter expert on the market Lumos is a part of and the use cases it supports. Report internally on market trends, the competition, customer success stories, along with common issues & challenges you are seeing in the field.

What We’re Looking For

• 5+ years of experience in a pre-sales role within a B2B SaaS company

• Experience navigating and leading complex enterprise deal cycles

• Experience working in the identity or cybersecurity industry is preferred

• Demonstrated success managing the pre-sales process for enterprise customers

• Fluency in Restful APIs and usage of associated tooling i.e. Postman

• Knowledge of database models with comfort reading python a plus

• An empathetic and a customer centric approach

• Strong desire to work in a high growth start up environment where resources and processes are being actively built out and/or refined

• Previous start up experience is preferred

• Solid acumen and comfort leveraging AI tooling such Co-work, Codex, Cursor, etc… in your everyday work process

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.

Lumos is an equal opportunity employer committed to building a diverse and inclusive workplace. We do not discriminate on the basis of race, national origin, gender, sexual orientation, gender identity, protected veteran status, disability, age, or other legally protected status. If you require any reasonable accommodations, please let us know at any time.

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

Location

This is a fully remote role requiring someone based in the San Francisco / Bay Area.

Pay Range

• OTE: $185,000 - $250,000 (75/25 split between base pay and variable earnings) 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.

Please Note: This position is not eligible for employment visa sponsorship. Applicants must be legally authorized to work in the United States on a permanent basis without the need for current or future sponsorship.

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.