Enterprise Account Executive - Emerging Markets
Imagine being part of a revolutionary company that's transforming the way organizations manage apps and access. At Lumos, we're building a unified platform that simplifies the complex web of app and access management, making it easier for companies to search, request, and gain access to the tools they need. Our innovative solution is already making waves, with a growing customer base that includes industry leaders like GitHub, MongoDB, and Major League Baseball.
Why Join Lumos?
- Be Part of a High-Growth Startup: 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 expanded 10x. We're backed by renowned investors, including Andreessen Horowitz (a16z), and have raised over $65m in funding.
- Build with Top-Tier Investor Backing: Our investors include Scale, Neo, Greg Brockman (President at OpenAI), Phil Venables (CISO at Google), and others. This backing enables us to drive innovation and growth in the app and access management space.
- Thrive in a Unique Culture: At Lumos, we prioritize our people and live by a set of core values that define our approach to achieving outcomes. Check out our values here to learn more about what drives us.
Role Description
As an Enterprise Account Executive - Emerging Markets, you will play a critical role in driving growth by identifying, engaging, and closing new business and expansion opportunities for emerging enterprise accounts. You'll be the face of Lumos, delivering our value proposition, managing complex sales cycles, and building long-term strategic relationships with key decision-makers.
Your Role
- Mission-Driven Sales: Help customers solve real problems that add value to their organizations. We're on a mission to become the AppHQ platform for companies, and we're looking for sales professionals who share our passion for innovation and customer success.
- Full Sales Cycle Ownership: Demonstrate excellence in identifying and managing potential customers, conducting in-depth discovery processes, and assessing whether Lumos is a good fit to successfully convert prospects to customers.
- Pipeline Generation: Take ownership of building and managing your pipeline through targeted outbound strategies, leveraging your network, and identifying new business opportunities.
- Technical Sales Process: Manage technical deal cycles in partnership with our solutions engineering team, ensuring that our customers receive the best possible solution for their needs.
- Collaboration: Work cross-functionally across our Go-to-Market teams, including solutions engineering and customer success, to ensure seamless onboarding, exceptional customer experiences, and valuable customer insights.
- Customer Care: Lead with an empathetic approach, demonstrating care for our customers and their long-term journey with Lumos. We prioritize building strong relationships and delivering exceptional customer experiences.
What We Look For:
- 4+ years of experience in B2B SaaS sales, with a proven track record of success in managing complex sales cycles and building strategic relationships.
- Understanding of the buying process for companies with 500-2000 employees, including the ability to navigate complex organizational structures and identify key decision-makers.
- Demonstrated understanding of MEDDPICC sales methodology and its application in real-world sales scenarios.
- Experience working with IT, security, GRC, or similar technical buyers, with a strong understanding of their needs and pain points.
- Ability to be nimble and adapt to a fast-paced startup environment, with a desire to be part of a company where resources are still being built or refined.
- Salesforce.com hygiene and deal management rigor, with a strong understanding of how to leverage CRM systems to drive sales productivity and insights.
- Strong communication skills and ability to partner with cross-functional teams, including sales, marketing, and customer success.
What We Value
We care about whether you'd be a good fit for Lumos based on our values and characteristics that define how we achieve outcomes. We're looking for individuals who share our passion for innovation, customer success, and teamwork.
Pay Range
$250,000 - $260,000 OTE. 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), with the flexibility to work from anywhere and maintain a healthy work-life balance.
- Medical, Vision, & Dental coverage covered by Lumos, because we care about the well-being of our team members and their families.
- Company and team bonding trips throughout the year, fully covered by Lumos, to foster teamwork and camaraderie.
- Optimal WFH setup to set you up for success, including a stipend to support your home office needs.
- Unlimited PTO, with a minimum time off requirement to ensure you're rested and able to perform at your best.
- Up to 16 weeks of parental leave for expecting parents, because we support our team members' families and their growing needs.
- Wellness stipend to keep you awesome and healthy, because we prioritize our team members' well-being and happiness.
- 401k matching plan to support your long-term financial goals and security.