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.

Requirements

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

Benefits

💯 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
🌴 Flexible PTO, with minimum time off to make sure you are rested and able to be at your best
👶🏽 Up to 16 weeks for expecting parents
💰 Monthly wellness stipend
🏦 401k matching plan

Applicant Tracking System Keywords

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

Hard Skills & Tools

B2B SaaS salesMEDDPICCvalue-based sellingforecast disciplineSFDCpipeline generationterritory designaccount prioritizationrisk mitigationdata analysis

Soft Skills

leadershipmentoringcross-functional influenceexecutive presencecoachingperformance managementcommunicationteam buildingaccountabilityadaptability