Imagine having an enterprise-grade AppStore at work — one that ensures you can easily search, request, and gain access to any app you need, precisely when you need it. No more long waiting times with outstanding IT requests. Lumos is solving the app and access management challenges for organizations of all sizes through a unified platform. Our fast-growing startup is pioneering the way to untangle the complex web of app and access management by building the critical infrastructure that defines relationships between app, identities and data. Why Lumos? - Jump on a Rocketship: Since launching out of stealth mode just over 2 years ago, 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! - Build with Renowned Investor Backing: Andreessen Horowitz (a16z) backed us since the beginning and we've raised over $65m from Scale, Neo, Greg Brockman (President at OpenAI), Phil Venables (CISO at Google), and others. - Thrive in a Unique Culture: You’ll join an early-stage company where you have actual influence on the trajectory of the company. We deeply care about our people and the philosophy we live by - check out our values here. 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 center of GTM execution. You will run inbound and outbound execution, coach and develop SDR talent, operationalize campaigns, and measure and report on impact. You will partner closely with Sales Leadership, Demand Gen, Product Marketing, RevOps, and Marketing Ops to tighten conversion, strengthen process discipline, and continuously improve performance. As the Senior Manager of SDRs at Lumos, you have massive opportunity to accelerate pipeline creation and progression while cultivating the next generation of sellers. ✨ 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 - 8+ years of enterprise tech revenue experience, including 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. - Nice to have: - Experience selling into identity personas. - Comfort using AI and automation to decide what should be rep-led vs system-led, and to continuously improve prioritization, personalization, and follow-up at scale. ⭐️ 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. Thank you for considering Lumos, we hope to hear from you! 🎉 💰 Pay Range - $139,000 - $187,500 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 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

Your role at DynatraceThe Sales Development Representative is responsible for identifying and qualifying sales opportunities for APM software field sales organization. Sales Development Representative will partner with field sales representatives and marketing to generate demand and qualify leads. Responsibilities: - Hunt for and qualify leads and prospects based on defined criteria. - Profile assigned accounts and drive outbound prospecting to generate new business. - Must call into senior IT management at Fortune 1000 as part of lead development and qualification. E.g. CTO, CIO, Directors of IT Operations, Directors of Infrastructure, Directors of Application support. - Conduct research on accounts by using Google, LinkedIn, Jigsaw and other tools. - Develop an understanding of the account’s business issues and other relevant information. - Execute database and telemarketing programs to increase attendance at upcoming events, seminars, and to create awareness for current product promotions to target audiences. - Educate prospects about Dynatrace enterprise solutions. - Use CRM-Salesforce.com to track activities. - Attend weekly territory forecast meetings and update team on progress of identified activities. - Work to meet defined metrics goals. - Provide input to marketing including feedback on quality of leads from marketing programs. What will help you succeedMinimum Requirements: - High level of commitment to exceptional customer service and relationship build. - Strong written and verbal communication skills. Preferred Qualifications - College diploma/university degree preferred. - Understanding of IT operations management solutions a plus. - Experience using a CRM preferred, specifically Salesforce. - Self-motivated with the ability to work in a fast paced and constantly changing environment. - Strong problem solving, organizational and interpersonal skills. - Ability to work both individually and in a team environment. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The on-target-earning for this role is $90,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

• Book new business demos via phone, email, and AI-assisted outreach by hitting or exceeding benchmark KPIs (100 dials/day, 40 emails/day) • Own your book of business (thousand of K-12 institutions) through quarterly outreach • Introduce schools to Niche’s full enrollment marketing platform (Core, Engage) • Research prospects and craft messaging using Sales Enablement platforms • Track activity and results in Salesforce, Gong, Orum and other tools • Learn about Niche by meeting with various team members to learn more about our company through our Onboarding meetings • Dive into our sales training and quickly start to develop an understanding of our customers and enrollment marketing solutions • Role play, role play, role play until you’re confident and comfortable with verbiage • Learn our sales process, KPIs, and tools (Salesforce, Gong, Orum, Sales Enablement platforms) • Jump into the day-to-day duties of an SDR. You will call and email your assigned prospects while navigating Salesforce and Outreach • Own your numbers -- hit your qualified customer appointments number • Watch your appointment turn to revenue, as they start to close and turn into what we call "Closed Won" • Work closely with Account Executives to establish a process and strategy to achieve goals and progressively seek new business • Become an expert to confidently speak to product features • Work with other team members to determine what messaging is resonating with your segment and continue to build out based on that data • Ensure you're following up with all reschedules and B2B leads in a timely manner • 100%+ to goal for qualified appointments, with a healthy pipeline of closed won • Bring your own ideas to the team about ways to improve process, messaging, etc. • Close working relationship with Partnerships Executives to really own your accounts and territory, and figure out how to best book those appointments • Step up as a leader to the new team members • Consistently crush your numbers. Your appointments should be revenue generating machines, with a pipeline that only continues to grow • Become a senior member of the team where you will help onboard, train, and mentor your peers • Actively research sales development outside of Niche and bring best practices back to the rest of the team

• Engage with prospects, qualify leads, and set the stage for our Account Executives to close deals. • Drive the outreach process by contacting potential clients, introducing NIC MAP’s value, and conducting initial qualification calls. • Identify target accounts and key pain points to book outbound meetings. Outbound prospecting will account for approximately 20% of your responsibilities. • Quickly become knowledgeable about our offerings and be able to match these tools to the needs of prospective clients. • Regularly meet or exceed key performance indicators (KPIs), including call and email activity, as well as Sales Qualified Leads (SQLs) and Sales Accepted Leads (SALs). • Diligently qualify and rapidly respond to inbound inquiries and determine potential product fit. • Learn our tech stack and quickly become proficient in key outreach and sales tools, including Salesloft, Salesforce and Gong. • Demonstrate exceptional time management and the ability to effectively manage a high volume of inbound leads provided by the marketing team.