Sales Development Representative - 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. 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.

Why Lumos?

• 🚀 Jump on a rocketship. Since launching out of stealth in April 2022, we've grown from 20 to ~130 Alchemists and raised over $65M from a16z, Scale, Neo, Greg Brockman, and Phil Venables.
• ⭐ Customers love us — and so does the industry. Named a Strong Performer in the 2026 Gartner Voice of the Customer for IGA — 4.7/5, with 96% of reviewers saying they'd recommend us.
• 🏆 A culture worth joining. Three years running on Forbes' Top 100 Best Startup Employers in America (2024, 2025, 2026).

As a Sales Development Representative, you'll be a driving force behind Lumos's growth engine. You'll partner directly with our Enterprise Account Executives to break into target accounts, generate qualified pipeline, and create the first impression that sets the tone for long-term customer relationships. This role is for hunters — people who thrive on the challenge of cold outbound, get energized by creative prospecting, and measure their success by the pipeline they build.

Your Responsibilities

• Own Outbound Prospecting: Drive cold outreach into enterprise accounts through calls, emails, and creative multi-channel sequences. You're building pipeline from scratch.
• Partner with Account Executives: Work closely with your AE partners to identify key decision-makers, map accounts, and develop targeted prospecting strategies for enterprise organizations.
• Qualify Inbound Interest: Respond quickly to inbound inquiries, uncover needs and challenges, and route qualified opportunities to the right AE.
• Get Creative: Develop distinct, value-based outreach that cuts through the noise. Test new approaches, iterate on what works, and bring fresh ideas to the team.
• Elevate the Team: Share what's working. When you crack a new approach or sequence that lands meetings, you bring it to the wider sales team.
• Be the Voice of the Prospect: Provide feedback to Sales Leadership and Enablement on what's resonating to continuously improve our go-to-market motion.

What We're Looking For

• 1+ years of experience in B2B SaaS Sales Development
• Proven track record crushing targets
• Experience with cold calling prospects (outbound)
• Ability to be nimble and a desire to be in a start-up environment
• Strong communication skills, operate with ethics, adaptability, grit and empathy
• Ability to work PST, MST or CST hours

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. HSA and FSA available.
• Mental health support: Access to mental health resources and support.
• Monthly wellness stipend: A monthly stipend for gym memberships and fitness apps.
• Life & disability insurance: Life insurance, short-term disability, and long-term disability coverage.
• 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, conferences, and certifications.
• Company & team offsites: Fully covered team bonding trips throughout the year.
• 401(k) with matching: Employer 401(k) matching to help you save for the future.