Enterprise Account Executive (Mid-Atlantic) - Lumos

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.

As an Enterprise Account Executive, you will play a critical role in driving growth by identifying, engaging, and closing new business and expansion opportunities for enterprise accounts. You’ll be the face of Lumos, delivering our value proposition, managing complex sales cycles, and building long-term strategic relationships.

Must be located in the following states: TN, KY, WV, VA, DE, MD, DC, SC, NC

✨ 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 customers 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 experiences and collect insights for our product team.
• Empathy: Approach the sales process with empathy for your team and customers, committed to their success long after the initial sale.

🙌 What We're Looking For

• 8+ years of experience in B2B SaaS Sales.
• 2+ years of experience selling to companies with 1,000+ employees and an understanding of how to navigate buying processes with larger organizations.
• 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 and tooling hygiene and deal management rigor.
• Strong communication skills and ability to partner with cross-functional teams.

💸 Benefits and Perks

• 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.
• Mental health support: Access to mental health resources and support.
• Monthly wellness stipend: A monthly stipend for gym memberships, fitness apps, and wellness.
• Flexible PTO: Flexible time off with a minimum annual requirement.
• Parental leave: Up to 16 weeks of paid parental leave for expecting parents.
• Learning stipend: $1,000 annual budget for courses, books, and conferences.
• Retirement: 401(k) with employer matching.