Lumana

Account Executive – State and Local Education

Lumana

full-time

Posted on:

Location Type: Remote

Location: Remote • California • 🇺🇸 United States

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Salary

💰 $100,000 - $110,000 per year

Job Level

Mid-LevelSenior

Tech Stack

Apollo

About the role

  • 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.

Requirements

  • 4+ years of success owning the full sales cycle in SaaS or security technology sales, with a focus on public sector or regulated environments
  • Current experience selling into state, local government, and/or education (K–12 or higher ed)—with a clear understanding of procurement processes and stakeholder dynamics
  • Background in video security, physical security, or AI infrastructure solutions, ideally in SLED use cases
  • Proven ability to prospect and build pipeline from the ground up, especially within long and complex sales cycles
  • Experience navigating RFPs, budget cycles, and vendor approval processes in public sector accounts
  • Familiarity with working through or alongside SLED channel partners, resellers, or systems integrators
  • Strong communicator with the ability to tailor messaging to technical, operational, and executive-level audiences in government or education
  • Proficient in sales tools such as Salesforce, ZoomInfo, Apollo, and LinkedIn Sales Navigator
  • Comfortable operating in a fast-moving, resourceful, early-stage environment
  • Must reside within the territory to effectively serve and travel to accounts
  • Willingness to travel up to 1–2 times per month for customer meetings, field engagements, and tradeshows
Benefits
  • Competitive Pay: Strong base salary + uncapped commission
  • Equity & Upside: Own a piece of what you're building
  • Tools that Work for You: We arm our team with top-tier tech and modern sales tools—so you can focus on closing, not admin
  • Remote-First Flexibility: Work from where you're most effective, with teammates around the globe
  • Product Influence: Your voice matters—sales feedback directly shapes our roadmap
  • Health & Wellness: Full medical, dental, and vision coverage
  • Time Off: 15 days PTO, sick time, and paid holidays
  • Financial Benefits: 401(k) with employer match + meaningful equity
  • Parental Leave: Paid time off for growing families
  • Home Office Setup: Stipend + high-performance gear so you’re set up to win

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales cycle managementprospectingconsultationsproduct demosnegotiationspipeline managementforecastingRFP navigationbudget cycle understandingvendor approval processes
Soft skills
strong communicationconsultative advisingtrust buildingcross-functional collaborationadaptabilityresults-drivenstrategic thinkingrelationship managementproblem-solvingtailored messaging