Enterprise Account Executive (SoCal)

Lumos ( lumos.com ) helps every company run a workforce of humans and AI agents safely. As agents run more autonomously, companies need to know what they can access and control what they can do. Lumos is the identity platform for the agent era. We manage access for every human, machine and AI agent in one place. That way, companies can put AI to work across their business with confidence. We serve Fortune 500 and high-growth technology companies, including Colgate-Palmolive, Johnson & Johnson and GitHub. Lumos is backed by Andreessen Horowitz, Scale Venture Partners and Neo, along with leaders from OpenAI, Google, Salesforce and Anthropic. Why Lumos? 🚀 Jump on a rocketship. Since launching out of stealth in April 2022, we've grown from 20 to ~130 Alchemists. ⭐ 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. Our customers cut time-to-access by 98%, slash IT tickets by 72%, and eliminate excess privilege at scale. 🏆 A culture worth joining. Three years running on Forbes' Top 100 Best Startup Employers in America (2024, 2025, 2026) — measured on culture, retention, growth, and job creation. That's our Alchemists, not our marketing. See what we live by here . Role Overview: 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. Location: We're a fully remote company but require someone who is based in the SoCal region. ✨ 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 +1000 employees and an understanding of how to navigate buying process 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 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. Lumos is an equal opportunity employer committed to building a diverse and inclusive workplace. We do not discriminate on the basis of race, national origin, gender, sexual orientation, gender identity, protected veteran status, disability, age, or other legally protected status. If you require any reasonable accommodations, please let us know at any time. Thank you for considering Lumos, we hope to hear from you! 🎉 💰Pay Range OTE: $260,000 - $320,000 (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-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 with employer contribution. International benefits align with local standards. 🧠 Mental health support – Access to mental health resources and support. 💪 Monthly wellness stipend – A monthly stipend for gym memberships, fitness apps, and whatever helps you recharge. 🛡️ Life & disability insurance – Life insurance, short-term disability, and long-term disability coverage available. 🌴 Flexible PTO – Flexible time off with a minimum annual requirement, because rest is part of doing your best work. 👶 Parental leave – Up to 16 weeks of paid parental leave for expecting parents. 📚 $1,000 annual learning stipend – An annual budget for courses, books, conferences, and certifications. ✈️ Company & team offsites – Company and team bonding trips throughout the year, fully covered by Lumos. 💰 401(k) with matching – Employer 401(k) matching to help you save for the future.