Lumana

Account Executive

• Own the Full Sales Cycle: Lead every stage of the deal—from first outreach to close—including prospecting, consultations, product demos, proposals, and negotiations with SLED stakeholders.
• Source Your Own Pipeline: Proactively identify and pursue new business opportunities across state, local government, and education accounts using tools like ZoomInfo, Apollo, and LinkedIn.
• Drive Public Sector Wins: Consistently exceed quarterly targets by navigating complex SLED procurement cycles, building trust with decision-makers, and closing strategic deals.
• Know the Tech Cold: Master Lumana’s AI-powered security platform and how it outperforms legacy solutions—position it confidently in highly regulated, budget-conscious environments.
• Outbound Discipline: Maintain a high-velocity outreach cadence through calls, emails, InMails, and targeted campaigns to engage public sector buyers and influencers.
• Pipeline Precision: Build and manage a healthy pipeline with consistent forecasting hygiene and 4x pipeline coverage to support quota goals.
• Results-Driven Rhythm: Follow a consistent performance cadence across outreach, demos, pipeline generation, and creative prospecting strategies tailored to public sector cycles.
• Be a Trusted Partner: Act as a consultative advisor to prospects and customers in SLED, understanding their unique challenges and guiding them to smart, scalable solutions.
• Cross-Functional Execution: Work closely with Product, Marketing, and Solutions Engineering to tailor GTM efforts and deliver winning proposals that address SLED-specific needs.
• Voice of the Field: Share insights on public sector trends, feedback from key accounts, and market shifts to help shape Lumana’s roadmap and messaging.
• Territory & Travel: This role covers a defined SLED territory. Travel is expected to customer sites, partner meetings, and industry events.

Account Executive – State and Local Education

Sales Development Rep

• Own outbound prospecting and lead generation across assigned territories.
• Turn outreach into a qualified pipeline—converting prospects into Sales Qualified Leads (SQLs).
• Partner with Account Executives to design and execute territory strategies.
• Build and iterate outbound campaigns across email, phone, video, and LinkedIn.
• Track and report on performance metrics to drive continuous experimentation.
• Develop expertise in verticals such as education, healthcare, and retail.
• Align with Marketing on persona targeting, messaging, and campaign timing.
• Share voice-of-customer insights with Sales, Marketing, and Product.
• Keep Salesforce spotless—documenting activity and progress consistently.
• Maintain high energy and performance to exceed monthly and quarterly targets.

Sales Development Representative

• Own the Full Sales Cycle: Drive every stage of the deal from first touch to close—including prospecting, outbounding, consults, demos, proposals, and negotiations.
• Source Your Own Pipeline: Actively hunt and generate net-new business using tools like ZoomInfo, Apollo, and LinkedIn.
• Quota-Crushing Execution: Consistently exceed quarterly targets by developing and closing mid-market deals with urgency and precision.
• Product Mastery: Become an expert on Lumana’s platform and how it outperforms legacy security systems—position it confidently in a competitive market.
• Activity Discipline: Maintain a high-output cadence of calls, emails, InMails, and outbound campaigns to drive top-of-funnel activity and conversions.
• Pipeline Accuracy: Keep your pipeline healthy and forecast clean, consistently building and managing qualified opportunities to hit coverage targets.
• Performance-Driven Cadence: Adhere to weekly KPIs across outreach, demos, pipeline generation, and smart gifting to drive consistent pipeline growth.
• Act as a Trusted Advisor: Guide prospects, customers, and channel partners with confidence and credibility throughout the sales process.
• Collaborate to Win: Work cross-functionally with Marketing, Product, and Solutions Engineering to support GTM initiatives and improve win rates.
• Market Feedback Loop: Share insights from the field to help shape Lumana’s evolving go-to-market and product strategy.
• Territory & Travel: This role covers a defined territory. Travel to customer sites, channel partners, and industry tradeshows is expected.

Account Executive – State and Local Education

Sales Development Representative

Corporate Account Executive