• Manage the complete sales cycle: prospecting, nurturing, running, and closing deals. • Build and maintain strong relationships with customers and key decision-makers in Norway. • Proactively build and develop your pipeline through outbound prospecting and partner-sourced leads, ensuring accurate forecasting on a weekly, monthly, and quarterly basis. • Identify new opportunities through both direct outreach and by strengthening our partner ecosystem. • Bring a creative, proactive approach to business development, sharing ideas and best practices across the team.

Title: Enterprise Account Executive (Bay area) Location: United States Department: Sales Job Description: Every breach, every failed audit, every new hire stuck in onboarding purgatory traces back to the same question: who has access to what — and should they? Identity is where modern companies break. Too much access leaks data. Too little grinds the business to a halt. Lumos is the industry's first Autonomous Identity Platform — software that doesn't just surface access risk, but acts on it. We started with a self-service AppStore and grew into the critical infrastructure connecting apps, identities, and data for GitHub, MongoDB, Mars, Pinterest, Anduril, Intercom, Roku, and Netskope. At the center is Albus, our AI agent for identity — mining roles, approving access, and catching the drift humans miss. You'll ship work that thousands of IT and security teams touch every day. You'll own problems without playbooks, because the category is being redefined in real time — by us. Why Lumos? - Jump on a rocketship. Since launching out of stealth in April 2022, we've grown from 20 to ~130 Alchemists and raised over $65M from a16z, Scale, Neo, Greg Brockman (President at OpenAI), and Phil Venables (CISO at Google). - Customers love us — and so does the industry. Named a Strong Performer in the 2026 Gartner Voice of the Customer for IGA — 4.7/5, with 96% of reviewers saying they'd recommend us. Our customers cut time-to-access by 98%, slash IT tickets by 72%, and eliminate excess privilege at scale. - A culture worth joining. Three years running on Forbes' Top 100 Best Startup Employers in America (2024, 2025, 2026) — measured on culture, retention, growth, and job creation. That's our Alchemists, not our marketing. See what we live by here. As an Enterprise Account Executive, you will play a critical role in driving growth by identifying, engaging, and closing new business and expansion opportunities for enterprise accounts. You’ll be the face of Lumos, delivering our value proposition, managing complex sales cycles, and building long-term strategic relationships. Your Responsibilities: - Mission Driven: Help large enterprise customers solve complex problems that add value and transform their organizations over the long term. - Full Sales Cycle Ownership: Manage the full sales cycle for potential enterprise customer from prospecting to close - Pipeline Generation: Take ownership of pipeline generation for your region in partnership with the Sales Development team. - Discovery Champion: Demonstrate expertise and curiosity in the discovery process - Value-Based Selling & Demos: Tie challenges, business needs and goals to a solution, focusing on value at every stage and partnering with the Sales Engineering team to drive strategic technical demos. - Collaboration: Share insights and learnings from your sales conversations. Collaborate with Customer Success to build high-quality onboarding and customer experiences. Collect insights from sales calls for our product team. - Empathy For your team and customers. Committed to your customer’s success long after the initial sale you approach the sales process with empathy. What We're Looking For: - 8+ years of experience in B2B SaaS Sales - 2+ years of experience selling to companies +1000 employees and an understanding of how to navigate buying process at larger organizations - Demonstrated understanding of MEDDPICC sales methodology - Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus) - Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined - Salesforce and tooling hygiene and deal management rigor - Strong communication skills and ability to partner with cross-functional teams 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. Pay Range OTE: $260,000 - $340,000 (~50/50 split between base pay and variable earnings). 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-first culture – Work from anywhere within ±4 hours of Pacific Time. - Medical, dental & vision insurance – 100% of premiums covered for employees, 60% for dependents. HSA and FSA available with employer contribution. International benefits align with local standards. - Mental health support – Access to mental health resources and support. - Monthly wellness stipend – A monthly stipend for gym memberships, fitness apps, and whatever helps you recharge. - Life & disability insurance – Life insurance, short-term disability, and long-term disability coverage available. - Flexible PTO – Flexible time off with a minimum annual requirement, because rest is part of doing your best work. - Parental leave – Up to 16 weeks of paid parental leave for expecting parents. - $1,000 annual learning stipend – An annual budget for courses, books, conferences, and certifications. - Company & team offsites – Company and team bonding trips throughout the year, fully covered by Lumos. - 401(k) with matching – Employer 401(k) matching to help you save for the future.

• Drive new customer sales for Tendium’s SaaS platform in Finland and Europe • Manage the full sales cycle, from prospecting to closing deals, with support from the marketing team • Qualify leads and initiate business discussions • Present Tendium’s value proposition • Build and convert a strong sales pipeline • Collaborate with the team to close deals

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts for our Nordics market • Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels • Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities • Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs • Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting • Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement