Enterprise Account Executive

Responsibilities

• Help large enterprise customers solve complex identity and access management problems that add value and transform their organizations.
• Manage the full sales cycle for potential enterprise customers from prospecting to close.
• Take ownership of pipeline generation for your region in partnership with the Sales Development team.
• Demonstrate expertise and curiosity in the discovery process.
• Tie challenges, business needs, and goals to Lumos solutions, focusing on value at every stage; partner with Sales Engineering to drive strategic technical demos.
• Share insights and learnings from sales conversations; collaborate with Customer Success for high-quality onboarding and experiences; collect insights for the product team.
• Approach the sales process with empathy, committed to customer success long after the initial sale.

Requirements

• 8+ years of experience in B2B SaaS Sales.
• 2+ years of experience selling to companies with 1000+ employees and understanding how to navigate buying processes at larger organizations.
• Demonstrated understanding of MEDDPICC sales methodology.
• Experience working with IT, Security, GRC or similar technical buyers (cybersecurity sales experience is a plus).
• Ability to be nimble in a startup environment where resources are still being built or refined.
• Strong Salesforce and tooling hygiene with deal management rigor.
• Strong communication skills and ability to partner with cross-functional teams.

Nice-to-Haves

• Experience selling cybersecurity solutions.

Compensation and Benefits

OTE: $260,000 - $340,000 (~50/50 split between base pay and variable earnings). Note that this range is a good faith estimate; actual pay may differ based on skill and/or level of experience.

Benefits:

• Remote-first culture – Work from anywhere within ±4 hours of Pacific Time.
• Medical, dental & vision insurance – 100% of premiums covered for employees, 60% for dependents. HSA and FSA with employer contribution.
• Mental health support and resources.
• Monthly wellness stipend for gym, fitness, or recharge activities.
• Life, short-term, and long-term disability insurance.
• Flexible PTO with minimum annual requirement.
• Up to 16 weeks paid parental leave.
• $1,000 annual learning stipend for courses, books, conferences, certifications.
• Company and team offsites throughout the year.
• 401(k) with employer matching.