Enterprise Sales Director
2024-09-25
USA
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.
More Information on the Role
As our Enterprise Sales Director you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Enterprise Account Executives consistently meet and exceed their targets. This role is crucial in scaling our revenue and expanding our customer base in the Enterprise segment.
✨ Your Responsibilities
Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point.
Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed.
Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure.
Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance.
Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence.
Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs.
What We’re Looking For:
6+ years of experience in B2B SaaS Sales
3+ years of experience selling to companies +X employees and an understanding of how to navigate buying process at larger organizations
Experience managing an enterprise sales team with demonstrated success
Demonstrated understanding of MEDDPICC sales methodology
Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
Salesforce.com hygiene and deal management rigor
Strong communication skills, operate with ethics, adaptability, grit and empathy
What We Value
We care about your motivation and vision to rethink and transform the sales experience in our industry, not just your CV. Additionally, we try to find out whether you would be a good fit for Lumos based on the values that define how we achieve outcomes.
Pay Range
$280,000 - $370,000 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)
⛑ 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 (4) months off for both the Birthing & Non-birthing parent
Wellness stipend to keep you awesome and healthy
401k matching plan
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.
More Information on the Role
As our Enterprise Sales Director you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Enterprise Account Executives consistently meet and exceed their targets. This role is crucial in scaling our revenue and expanding our customer base in the Enterprise segment.
✨ Your Responsibilities
Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point.
Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed.
Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure.
Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance.
Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence.
Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs.
What We’re Looking For:
6+ years of experience in B2B SaaS Sales
3+ years of experience selling to companies +X employees and an understanding of how to navigate buying process at larger organizations
Experience managing an enterprise sales team with demonstrated success
Demonstrated understanding of MEDDPICC sales methodology
Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
Salesforce.com hygiene and deal management rigor
Strong communication skills, operate with ethics, adaptability, grit and empathy
What We Value
We care about your motivation and vision to rethink and transform the sales experience in our industry, not just your CV. Additionally, we try to find out whether you would be a good fit for Lumos based on the values that define how we achieve outcomes.
Pay Range
$280,000 - $370,000 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)
⛑ 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 (4) months off for both the Birthing & Non-birthing parent
Wellness stipend to keep you awesome and healthy
401k matching plan