Sales Leader, Emerging Enterprise

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 out our values here.

🔦 Role Description

As the Emerging Enterprise Sales Leader, you will lead a team of AEs serving companies up to 2,000 employees. You will partner closely with SDR, Marketing, SE, Channel, and Customer Success to create pipeline, run disciplined sales cycles, and scale a repeatable mid-market motion. You are the operating cadence owner, coach, and culture carrier for the team.

✨ Your 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.

🙌 What We're Looking For:

• 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 and ability to partner with cross-functional teams

• Thrives in a high-growth environment with evolving processes

🙌 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

OTE: $300,000 - $380,000 (~50/50 split between base pay and variable earnings). 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 covered by 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