Enterprise Sales Director, East

As the Enterprise Sales Director (East US), you’ll lead Lumos’ strategic/enterprise segment across the Western region for companies 2,000+ employees. You’ll manage a team of quota-carrying Enterprise AEs, own regional strategy and execution, and partner tightly with SE, SDR, Marketing, Channel, and Success to win competitive evaluations, expand key accounts, and deliver predictable growth.

• Attract, hire, ramp, and mentor a high-performing team of Enterprise AEs; raise the hiring bar and build bench strength.
• Set clear activity and quality standards for prospecting, multithreading, EB alignment, and value-based selling.
• Own the regional business plan: territory design, account prioritization, vertical/partner plays, and resource allocation.
• Run a tight operating cadence: weekly forecast and deal inspection, exec weekly deal reviews, QBRs, stage exit criteria, and risk mitigation.
• Ensure world-class execution of sales process; complete MEDDPICC, defined paper process, and CFO/CIO/CISO access.
• Lead pipeline generation strategy with SDR/Marketing; drive executive prospecting and field events in-region.
• Partner with SE leadership to standardize demo/POC success criteria and compress POV cycles.
• Build a partner co-sell motion with priority resellers/SIs to accelerate cycles and unlock whitespace.
• Use data to diagnose gaps (coverage, win rate, cycle time, ASP) and implement corrective plays quickly.
• Foster an accountable and performance based culture, celebrate wins, coach gaps, and develop future leaders.

• 3+ years leading enterprise account executives with 12+ years total in B2B SaaS sales
• Consistent record of team over-attainment in complex, multi-stakeholder enterprise deals
• Deep understanding of SaaS/Cloud GTM; identity/security or enterprise IT domain fluency is a plus
• Mastery of MEDDPICC/Command of the Message/Challenger; proven EB access and value selling
• Forecast discipline and SFDC rigor; comfortable with inspection, stage exit criteria, and exec roll-ups
• Strong cross-functional influence with SE, Marketing, Channel, Product, and Success
• Executive presence, ability to sell to CEOs, CFOs, CIOs, CISOs, and business leaders
• You thrive in a high-growth, evolving environment and enjoy building efficient process

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. 

Thank you for considering Lumos, we hope to hear from you! 🎉

OTE: $350,000 - $420,000 (~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.