Lumos

USA

Posted on: 09 June 2024

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Sales Manager, Mid-Market

In 2011, Marc Andreessen famously said, “Software is eating the world.” 10+ years later, software hasn’t just nibbled, it has indulged in a lavish ten-course feast at a Michelin star restaurant. From Slack to Zoom to Figma, software is embedded in every company’s DNA. And while most just get to enjoy the benefits, there is one unsung hero behind it all: 🦸‍♀️ IT 🦸‍♀️

While being flooded with never ending IT tickets, they are also making sure Guy Fieri in Sales doesn’t buy yet another tool “promising” a 103% lead conversion rate. And burying themselves in spreadsheets to prepare the SOC2 report for when Gordon Ramsey from the Big 4 comes knocking. And can’t forget about Julia Child, the newest on-call engineer, who needs access to prod DB to investigate an incident. All of these workstreams are among spreadsheets, emails, Slack messages, and Zoom calls. But those days are numbered.

✨ Let there be Lumos ✨

Lumos is building the first AppHQ for companies. In essence, we are creating the meta app, the source-of-truth for companies to manage all their apps.

Why Lumos?

🚀 Rocketship Growth: In less than two years, our team has grown from 20 to ~80 brilliant minds across Canada, the United States and South America. Our customer base has more than 10x’d with some pretty incredible names like SiriusXM, GitHub, and Intercom.
📈 Backed by Industry Leaders: Andreessen Horowitz (a16z) has backed us since the beginning. We have a team of trusted advisors including Joel De La Garza (partner at a16z and previous Chief Security Officer at Box) and Leland Maschmeyer (the design thinker behind Spotify and Microsoft)
⭐ Grow with us: You have the chance to be one of the first 100 people at Lumos. At Lumos, you will build your function from the ground up, get exposure to different aspects of the business developing a diverse skill set, and most importantly, you’ll have the opportunity to pave your own path.

We are rewriting the IT playbook, one that better reflects our software eaten world.

As our Sales Manager, Mid-Market, you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Mid-Market Account Executives consistently meet and exceed their targets. This role is crucial in scaling our revenue and expanding our customer base in the Mid-Market segment.

✨ Your Role

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.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.

Additional Items that will set everyone up for success:

B2B SaaS sales experience
Experience managing a winning mid-market sales team
Strong communication skills, operate with ethics, adaptability, grit and empathy
Experience working with IT, Security, GRC or similar technical buyers a plus
Have sold to companies +1000 and know how to navigate buying process at larger organizations
Nimble and want to be in a start-up environment where resources still need to be built or refined
Salesforce.com hygiene and deal management rigor, you know the tools that will help you win

🙌 What We Value

We’re looking for a sales leader with experience in B2B enterprise. Having said this, we care much more about your motivation and vision to rethink and transform the sales space in our industry, than we care just about your CV.

Thanks for considering Lumos! 🎉

💰Pay Range

OTE: $240,000 - $300,000 (~50/50 split between base pay and variable earnings). 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 contribution plan