Lumos is a pioneering startup that's building the critical infrastructure that defines relationships between app, identities and data. Our team has grown from 20 to ~100 people and our customer base has 10x'ed with companies like GitHub, MongoDB and Major League Baseball!

As the Senior Manager of SDRs at Lumos, you will build and lead the SDR function as a predictable performance engine that builds pipeline and revenue through high-quality meetings and opportunities. This role sits at the centre of GTM execution.

Your Responsibilities:

• Lead SDR execution across inbound and outbound to consistently hit meeting and pipeline targets.
• Coach and develop SDR talent, including call reviews, outbound success tactics, objection handling, and performance management.
• Translate marketing messaging and campaigns into SDR plays, including sequences, persona-specific talk tracks, and multichannel outreach.
• Run the SDR operating cadence, including weekly performance reviews, pipeline coverage planning, and coaching loops.
• Partner cross-functionally with Sales, Demand Gen, PMM, RevOps, and Marketing Ops to align priorities, improve conversion, and create tight feedback loops.
• Enforce process discipline and system hygiene, including CRM standards, lead follow-up SLAs, handoffs, and accurate attribution.
• Build repeatable playbooks and iterate quickly as Lumos' GTM motion evolves.

What We're Looking For:

• 5-8 years of enterprise tech revenue experience, including 1-3 years leading SDR teams (inbound + outbound), ideally selling to security buyers.
• Proven ability to run SDR performance as a system: activity → meetings → opportunities → pipeline.
• Strong coaching track record (call reviews, objection handling, performance improvement plans) with clear evidence of developing high performers.
• Deep comfort with metrics and funnel diagnosis (meeting rates, held rates, meeting → opp, pipeline per SDR, lead response time).
• Experience building sequences and plays from product marketing messaging; strong writing and messaging instincts.
• Operational rigor with CRM hygiene and process discipline, plus the ability to drive adoption without slowing SDRs down.
• Collaborative, low-ego leader who partners tightly with Sales, Marketing, and Ops.

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.

Benefits and Perks:

• 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
• 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

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To facilitate face-to-face work and build internal trust with the CEO, preference will be given to candidates located in the NY metro area. Remote candidates willing to travel frequently will be considered, but local is strongly preferred.

Deal & Pipeline Support Deal & Pipeline Support - Government sales cycles are long, complex, and unforgiving. You'll own CRM hygiene, prep the CEO for meetings (pulling background on agencies, legislators, and procurement officers), draft follow-up emails, and track where every opportunity stands. Nothing falls through the cracks between a conference handshake and an RFP response.

AI-Driven Process Improvement You'll have a standing mandate to find places where AI can create velocity. That might mean building a monitoring pipeline that auto-summarizes new state-level identity legislation, setting up AI-assisted meeting prep workflows that pull relevant context before every government call, or creating drafting tools that let the CEO review and ship content in a fraction of the time.

Strategic Research & Synthesis In govtech and digital identity, the landscape shifts fast: new NIST frameworks, state-level legislative changes, competitor moves, procurement shifts. You'll proactively monitor these developments, synthesize them into digestible briefs, and flag what matters to the CEO.

Communications & Content Leverage The CEO frequently represents the company as a thought leader and public face, speaking at conferences, writing policy memos, and briefing legislators. You'll draft, edit, and polish these outputs. Turn a rough voice memo into a polished one-pager. Prep speaker notes. Ghost-draft blog content that positions the company in the market.

Cross-Functional Gap-Filling Running a hiring process one week, managing event prep the next, jumping into a partner integration workstream after that. The willingness and ability to move fluidly across these contexts will be critical to success in this role.

Travel Based in the U.S. (NY metro preferred) and willing to travel as needed to meet with government clients and attend company events.

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Responsibilities:

• Identify high-potential prospective users and generate leads through effective prospecting strategies
• Build and maintain key relationships with C-level executives, orchestrating the right executive touch points
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Develop relationships with executive stakeholders at new and existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses

Requirements:

• 5+ years of sales experience, preferably selling payments and/or consumption-based technology
• Extensive experience directly selling a payments technology product or service, preferably at an API-first company
• Proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills in both English and Portuguese
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

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While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special.

We are hiring an SMB Sales Manager to build and lead a high-velocity sales pod within our US business.

Today, our US Sales team consists of 10 quota-carrying Account Executives reporting to a single Sales Director. This role will create a dedicated sub-team of Junior Account Executives (JAEs) and new hires, with a clear mandate: ramp fast, sell well, and graduate talent into our core AE organization.

This is a hands-on leadership role focused on execution, coaching, and throughput — not forecasting theater.

Team Build & Ramp

• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs
• Own time-to-first-deal, time-to-quota, and ramp attainment
• Create a repeatable path for reps to graduate into the core AE team

High-Velocity Sales Execution

• Drive daily execution in a transactional, high-volume environment
• Coach reps on:
• Tight discovery
• Clear next steps
• Efficient deal cycles
• Closing discipline

• Ruthlessly improve win rates and cycle times
• ATS and HRIS Sales

Coaching & Performance Management

• Run weekly 1:1s, deal reviews, and pipeline inspections
• Identify underperformance early and take decisive action
• Raise the floor, not just the ceiling

Process & Signal Discipline

• Enforce CRM hygiene and pipeline integrity
• Use data to identify:
• Drop-off points
• Rep-level conversion issues
• Coaching opportunities

• Partner closely with RevOps and Enablement to improve playbooks

Partnership with Sales Leadership

• Work in close partnership with the US Sales Director
• Own early-stage and ramped-down deals so the Director can focus on:
• Fully ramped AEs
• Complex deal management
• Strategic pipeline coverage

• Provide clear signal on when reps are ready to move up

What Success Looks Like

• New SMB AEs ramp faster and more consistently
• Higher win rates and predictability in the SMB segment
• Clear internal promotion path from JAE → AE
• US Sales Director operating at the right altitude
• A scalable model that supports continued US growth

Nice to Have

• Experience managing Junior AEs or SDR-to-AE promotions
• Background in HR tech, SaaS, or transactional B2B sales
• Experience building pod-based or tiered sales models

Why This Role Matters

This role is foundational to our US growth. It’s how we:

• Scale without burning out leadership
• Protect quality while increasing volume
• Build a strong internal bench of future AEs

If you enjoy building talent, tightening execution, and winning at scale, this role will suit you very well

Requirements

Who You Are

• 2–5+ years of sales management experience in SMB or mid-market SaaS
• Proven track record ramping new reps in high-velocity environments
• Strong coaching instincts — you’re in the details, not above them
• Data-driven and comfortable holding a high bar
• Comfortable managing early-career reps and first-time sellers
• Not afraid of repetition, discipline, and saying “no”

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging workplace, we offer:

• Comprehensive Coverage: Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
• Competitive Compensation: $220,000+ OTE per year, including a $110,000 base salary and $110,000 in uncapped variable compensation.
• Financial Wellness: 401K, Retirement Plan, and Performance Bonuses to invest in your future.
• Stay Connected: Cell phone reimbursement for seamless communication.
• Work in Style: Apple gear provided to set you up for success.
• Recharge & Relax: Generous PTO because we believe in work-life balance.
• Support When You Need It: Access to our Employee Assistance Program (EAP) for personal and professional support.
• Daily Fuel: Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

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As Regional Director of Enterprise Sales for the Northeast at Cursor, you'll build and lead a team of Enterprise Account Executives driving revenue growth across a portfolio of large engineering organisations in the region. You'll be a hands-on leader — coaching your team through complex enterprise sales cycles, building the processes and playbooks that scale our go-to-market motion, and serving as a senior voice for the enterprise customer inside Cursor.

This is an early and foundational sales leadership role. You'll help define what great enterprise sales looks like at Cursor, working closely with GTM, Product, and Engineering to land and expand Cursor across the world's most sophisticated software teams — based out of our New York office.

What you'll do

• Hire, develop, and coach a high-performing team of Enterprise Account Executives across the Northeast to meet and exceed regional revenue targets

• Build and execute a Northeast sales strategy, owning pipeline generation, forecast accuracy, and overall territory performance

• Get into deals — support your team on complex, high-stakes opportunities by engaging directly with engineering leaders, CTOs, and executive stakeholders across the region.

• Drive operational rigor: maintain accurate forecasting, pipeline inspection, and CRM hygiene across the team

• Partner with Enablement to accelerate AE ramp time and build training programs tailored to Cursor's enterprise sales motion

• Work closely with Product and Field Engineering to shape how we position and demonstrate Cursor to engineering organisations at scale

• Gather and synthesise customer and market feedback to inform product direction and go-to-market strategy

• Build the playbooks, processes, and institutional knowledge that will scale Cursor's enterprise sales organisation as we grow

You may be a fit if

• You have 10+ years of enterprise sales experience and 3+ years leading high-performing AE teams, ideally selling developer tools, technical SaaS, or AI products

• You're based in the New York area and have an established network across the Northeast enterprise technology market

• You have a track record of building teams from the ground up and developing AEs into top performers

• You're a hands-on leader who stays close to deals — you coach through live opportunities, not just pipeline reviews

• You bring strong operational discipline: you know how to run a forecast, inspect a pipeline, and build repeatable sales processes

• You're technically fluent enough to hold credible conversations with senior engineers and CTOs about how Cursor fits into how software gets built

• You thrive in an early-stage environment and are excited to build the systems and culture of a sales organisation, not just manage one

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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As Regional Director of Enterprise Sales for the Southeast at Cursor, you'll build and lead a team of Enterprise Account Executives driving revenue growth across a portfolio of large engineering organisations in the region. You'll be a hands-on leader — coaching your team through complex enterprise sales cycles, building the processes and playbooks that scale our go-to-market motion, and serving as a senior voice for the enterprise customer inside Cursor.

This is an early and foundational sales leadership role. You'll help define what great enterprise sales looks like at Cursor, working closely with GTM, Product, and Engineering to land and expand Cursor across the world's most sophisticated software teams. You'll be based in the Southeast and operate remotely, with regular travel to customers and your team across the region.

What you'll do

• Hire, develop, and coach a high-performing team of Enterprise Account Executives across the Southeast to meet and exceed regional revenue targets

• Build and execute a Southeast sales strategy, owning pipeline generation, forecast accuracy, and overall territory performance

• Get into deals — support your team on complex, high-stakes opportunities by engaging directly with engineering leaders, CTOs, and executive stakeholders across the region.

• Drive operational rigor: maintain accurate forecasting, pipeline inspection, and CRM hygiene across the team

• Partner with Enablement to accelerate AE ramp time and build training programs tailored to Cursor's enterprise sales motion

• Work closely with Product and Field Engineering to shape how we position and demonstrate Cursor to engineering organisations at scale

• Gather and synthesise customer and market feedback to inform product direction and go-to-market strategy

• Build the playbooks, processes, and institutional knowledge that will scale Cursor's enterprise sales organisation as we grow

You may be a fit if

• You have 10+ years of enterprise sales experience and 3+ years leading high-performing AE teams, ideally selling developer tools, technical SaaS, or AI products

• You're based in the Southeast and have an established network across the region's enterprise technology market

• You have a track record of building teams from the ground up and developing AEs into top performers

• You're a hands-on leader who stays close to deals — you coach through live opportunities, not just pipeline reviews

• You bring strong operational discipline: you know how to run a forecast, inspect a pipeline, and build repeatable sales processes

• You're technically fluent enough to hold credible conversations with senior engineers and CTOs about how Cursor fits into how software gets built

• You thrive in a remote, autonomous environment and are excited to build the systems and culture of a sales organisation, not just manage one

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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As Regional Director of Enterprise Sales for the Northwest at Cursor, you'll build and lead a team of Enterprise Account Executives driving revenue growth across a portfolio of large engineering organisations in the region. You'll be a hands-on leader — coaching your team through complex enterprise sales cycles, building the processes and playbooks that scale our go-to-market motion, and serving as a senior voice for the enterprise customer inside Cursor.

This is an early and foundational sales leadership role. You'll help define what great enterprise sales looks like at Cursor, working closely with GTM, Product, and Engineering to land and expand Cursor across the world's most sophisticated software teams — based out of our San Francisco office.

What you'll do

• Hire, develop, and coach a high-performing team of Enterprise Account Executives across the Northwest to meet and exceed regional revenue targets

• Build and execute a Northwest sales strategy, owning pipeline generation, forecast accuracy, and overall territory performance

• Get into deals — support your team on complex, high-stakes opportunities by engaging directly with engineering leaders, CTOs, and executive stakeholders across the region.

• Drive operational rigor: maintain accurate forecasting, pipeline inspection, and CRM hygiene across the team

• Partner with Enablement to accelerate AE ramp time and build training programs tailored to Cursor's enterprise sales motion

• Work closely with Product and Field Engineering to shape how we position and demonstrate Cursor to engineering organisations at scale

• Gather and synthesise customer and market feedback to inform product direction and go-to-market strategy

• Build the playbooks, processes, and institutional knowledge that will scale Cursor's enterprise sales organisation as we grow

You may be a fit if

• You have 10+ years of enterprise sales experience and 3+ years leading high-performing AE teams, ideally selling developer tools, technical SaaS, or AI products

• You're based in the San Francisco Bay Area and have an established network across the Northwest enterprise technology market

• You have a track record of building teams from the ground up and developing AEs into top performers

• You're a hands-on leader who stays close to deals — you coach through live opportunities, not just pipeline reviews

• You bring strong operational discipline: you know how to run a forecast, inspect a pipeline, and build repeatable sales processes

• You're technically fluent enough to hold credible conversations with senior engineers and CTOs about how Cursor fits into how software gets built

• You thrive in an early-stage environment and are excited to build the systems and culture of a sales organisation, not just manage one

• You care deeply about AI and believe that transforming how software is written is one of the most important problems to work on right now

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