Enterprise Sales Director, East 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 As the Enterprise Sales Director (East US), you’ll lead Lumos’ strategic/enterprise segment across the Western region for companies 2,000+ employees. You’ll manage a team of quota-carrying Enterprise AEs, own regional strategy and execution, and partner tightly with SE, SDR, Marketing, Channel, and Success to win competitive evaluations, expand key accounts, and deliver predictable growth. ✨ Your Responsibilities: • Attract, hire, ramp, and mentor a high-performing team of Enterprise AEs; raise the hiring bar and build bench strength. • Set clear activity and quality standards for prospecting, multithreading, EB alignment, and value-based selling. • Own the regional business plan: territory design, account prioritization, vertical/partner plays, and resource allocation. • Run a tight operating cadence: weekly forecast and deal inspection, exec weekly deal reviews, QBRs, stage exit criteria, and risk mitigation. • Ensure world-class execution of sales process; complete MEDDPICC, defined paper process, and CFO/CIO/CISO access. • Lead pipeline generation strategy with SDR/Marketing; drive executive prospecting and field events in-region. • Partner with SE leadership to standardize demo/POC success criteria and compress POV cycles. • Build a partner co-sell motion with priority resellers/SIs to accelerate cycles and unlock whitespace. • Use data to diagnose gaps (coverage, win rate, cycle time, ASP) and implement corrective plays quickly. • Foster an accountable and performance based culture, celebrate wins, coach gaps, and develop future leaders. 🙌 What We're Looking For: • 3+ years leading enterprise account executives with 12+ years total in B2B SaaS sales • Consistent record of team over-attainment in complex, multi-stakeholder enterprise deals • Deep understanding of SaaS/Cloud GTM; identity/security or enterprise IT domain fluency is a plus • Mastery of MEDDPICC/Command of the Message/Challenger; proven EB access and value selling • Forecast discipline and SFDC rigor; comfortable with inspection, stage exit criteria, and exec roll-ups • Strong cross-functional influence with SE, Marketing, Channel, Product, and Success • Executive presence, ability to sell to CEOs, CFOs, CIOs, CISOs, and business leaders • You thrive in a high-growth, evolving environment and enjoy building efficient 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. Thank you for considering Lumos, we hope to hear from you! 🎉 💰Pay Range OTE: $350,000 - $420,000 (~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 • 🌴 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