Enterprise Account Executive

Every breach, every failed audit, every new hire stuck in onboarding purgatory traces back to the same question: who has access to what — and should they?

Identity is where modern companies break. Too much access leaks data. Too little grinds the business to a halt. Lumos is the industry's first Autonomous Identity Platform — software that doesn't just surface access risk, but acts on it. We started with a self-service AppStore and grew into the critical infrastructure connecting apps, identities, and data for GitHub, MongoDB, Mars, Pinterest, Anduril, Intercom, Roku, and Netskope. At the center is Albus, our AI agent for identity — mining roles, approving access, and catching the drift humans miss.

You'll ship work that thousands of IT and security teams touch every day. You'll own problems without playbooks, because the category is being redefined in real time — by us.

✨ Your Responsibilities:

• Mission Driven: Help large enterprise customers solve complex problems that add value and transform their organizations over the long term.

• Full Sales Cycle Ownership: Manage the full sales cycle for potential enterprise customer from prospecting to close.

• Pipeline Generation: Take ownership of pipeline generation for your region in partnership with the Sales Development team.

• Discovery Champion: Demonstrate expertise and curiosity in the discovery process.

• Value-Based Selling & Demos: Tie challenges, business needs, and goals to a solution, focusing on value at every stage and partnering with the Sales Engineering team to drive strategic technical demos.

• Collaboration: Share insights and learnings from your sales conversations. Collaborate with Customer Success to build high-quality onboarding and customer experiences. Collect insights from sales calls for our product team.

• Empathy: For your team and customers. Committed to your customer’s success long after the initial sale. You approach the sales process with empathy.

🙌 What We're Looking For:

• 8+ years of experience in B2B SaaS Sales.

• 2+ years of experience selling to companies with +1000 employees and an understanding of navigating the buying process with larger organizations.

• Demonstrated understanding of the 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 startup environment where resources are still being built or refined.

• Salesforce and tooling hygiene with deal management rigor.

• Strong communication skills and ability to partner with cross-functional teams.

🙌 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.