Senior Manager, SDR 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. As the Senior Manager of SDRs at Lumos, you will build and lead the SDR function as a predictable performance engine that builds pipeline and revenue through high-quality meetings and opportunities. This role sits at the center of GTM execution. You will run inbound and outbound execution, coach and develop SDR talent, operationalize campaigns, and measure and report on impact. You will partner closely with Sales Leadership, Demand Gen, Product Marketing, RevOps, and Marketing Ops to tighten conversion, strengthen process discipline, and continuously improve performance. As the Senior Manager of SDRs at Lumos, you have massive opportunity to accelerate pipeline creation and progression while cultivating the next generation of sellers. ✨ Your Responsibilities • Lead SDR execution across inbound and outbound to consistently hit meeting and pipeline targets. • Coach and develop SDR talent, including call reviews, outbound success tactics, objection handling, and performance management. • Translate marketing messaging and campaigns into SDR plays, including sequences, persona-specific talk tracks, and multichannel outreach. • Run the SDR operating cadence, including weekly performance reviews, pipeline coverage planning, and coaching loops. • Partner cross-functionally with Sales, Demand Gen, PMM, RevOps, and Marketing Ops to align priorities, improve conversion, and create tight feedback loops. • Enforce process discipline and system hygiene, including CRM standards, lead follow-up SLAs, handoffs, and accurate attribution. • Build repeatable playbooks and iterate quickly as Lumos’ GTM motion evolves. 🙌 What We’re Looking For • 8+ years of enterprise tech revenue experience, including 3+ years leading SDR teams (inbound + outbound), ideally selling to security buyers. • Proven ability to run SDR performance as a system: activity → meetings → opportunities → pipeline. • Strong coaching track record (call reviews, objection handling, performance improvement plans) with clear evidence of developing high performers. • Deep comfort with metrics and funnel diagnosis (meeting rates, held rates, meeting → opp, pipeline per SDR, lead response time). • Experience building sequences and plays from product marketing messaging; strong writing and messaging instincts. • Operational rigor with CRM hygiene and process discipline, plus the ability to drive adoption without slowing SDRs down. • Collaborative, low-ego leader who partners tightly with Sales, Marketing, and Ops. • Nice to have: • Experience selling into identity personas. • Comfort using AI and automation to decide what should be rep-led vs system-led, and to continuously improve prioritization, personalization, and follow-up at scale. ⭐️ 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 • $139,000 - $187,500 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 • 🌴 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