Director, Presales Engineering at Lumos

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 We are looking for a Director, Pre-Sales Engineering to lead and scale our presales team and processes. You will raise technical win rate, compress POV cycles, and partner with Sales, Product Marketing, Partners, and Success to win strategic evaluations and scale repeatable execution. ✨ Your Responsibilities: • Hire, onboard, and mentor SEs; build the bench and succession plan for future managers • Stand up the SE operating system: KPIs, inspection cadence, regional coverage model, and quality standards • Own demo and POV strategy: success criteria, timelines, resourcing, and executive ready readouts • Drive early technical discovery, solution design, competitive plans, and paper process clarity • Partner with Sales leaders on territory planning, account prioritization, and resourcing SLAs • Build field assets with Product Marketing and SEs: reference architectures, POV kits, competitive briefs, ROI storylines • Enable partner co sell with priority resellers and SIs; track influenced pipeline and win rate • Create the feedback loop to Product and Engineering with crisp requirements and clear impact • Collaborate with RevOps on capacity planning, hiring plan, and budget alignment • Model an inclusive, learning oriented culture; invest in manager and IC development 🙌 What We're Looking For: • 10+ years in B2B SaaS Pre-Sales • 4+ years leading a team of solutions engineers; experience leading managers is a plus • Identity or security domain fluency is preferred; strong technical depth across APIs, integrations, and enterprise stack • Proven lift in technical win rate, POV conversion, and sales velocity at regional or global scale • Mastery of MEDDPICC and enterprise deal mechanics; confident with executive storytelling • Operational rigor in KPI design, forecast collaboration, capacity modeling, and process improvement • Excellent communications skills and cross functional collaboration across Sales, Product, Marketing, Partners, and Success • Ability to travel as needed 🙌 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 $260,000 - $320,000. 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 • 🌴 Flexible 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 • 💰 Monthly wellness stipend • 🏦 401k matching plan