• Act as the primary point of contact for all assigned accounts • Develop and execute strategic territory plans to achieve or exceed sales targets • Partner closely with Clinical Applications, Field Service, Project Management, and Sales Leadership to advance opportunities and deliver account plans • Build and maintain strong relationships with key stakeholders within customer accounts • Coordinate internal resources including Clinical Support, Field Service, Marketing, Market Development, and Leadership teams to ensure customer success • Deliver profitable sales growth and achieve strategic territory objectives • Identify and develop relationships with physician and medical physics thought leaders • Drive upgrade sales to increase clinical adoption and improve customer satisfaction • Attend local, regional, and national industry meetings • Complete all required training and professional development activities • Travel up to 50% across Illinois, Indiana, Wisconsin, and Iowa, primarily by car with some air travel

Role Description Luna Innovations is the global leader in distributed fibre-optic sensing: no one else matches the breadth and depth of our portfolio. Our market position, combined with the timing and direction of the market, means we are currently facing a significant growth opportunity. The Regional Sales Director reports directly to the VP Sales & Marketing, Sensing Business Unit, and holds full commercial responsibility for Luna's sensing business across their region. This is a role for a builder. Beyond running the regional sales effort, the Director will bring the teams closer together into one, define the regional go-to-market plan, and put in place the team, territory and channel structure needed to win and grow efficiently. The core responsibility of the role is to grow revenue across the region, and build the regional organisation able to consistently deliver results. Key Responsibilities - Grow revenue - Lead the team to win new business and grow existing accounts, personally leading from the front on key accounts and opportunities. - Build key-account capability across high-priority accounts, cross-selling the full portfolio to maximise revenue potential. - Partner with the Regional Operations Director to ensure proposals and customer commitments are deliverable. - Build, integrate and develop the team - Rapidly build a regional sales organisation, integrating previously siloed teams into one team with shared objectives. - Assess capability and potential objectively, and make sure the right people are in the right roles. - Coach and develop a high-performing team, leading by example and setting a standard of customer obsession and accountability. - Lead the region commercially - Carry full responsibility for sales performance across the region: revenue, margin, pipeline and forecast accuracy. - Own a clear, prioritised view of the region and translate Business Unit strategy into a regional plan with measurable targets. - Run a disciplined operating rhythm covering pipeline, forecasting, deal qualification and review, so that what we commit, we deliver. - Own the regional go-to-market plan - Own the regional go-to-market plan against which sales coverage is designed and deployed, and against which regional investment and divestment decisions are made. - Design territories by geography and end-user market to deploy sales-manager resource aligned to where the opportunity sits. - Build a regional partner ecosystem to scale an indirect channel and extend reach efficiently where direct coverage is not justified. - Contribute as a member of the Sales Leadership team - Help shape Business Unit commercial strategy as a member of the Sales Leadership team. - Feed regional customer, competitor and market intelligence back into product, marketing and Business Unit leadership, where it directly informs investment and roadmap priorities. - Resolve issues at the level they arise, and help build a culture of direct, accountable problem-solving. - Represent Luna credibly at customer, partner and industry level, including at conferences, exhibitions and customer events. Qualifications - A technical degree in a relevant field, or equivalent industry experience. - Business-fluent English is essential. Additional languages relevant to the assigned region are an advantage. - Digitally fluent with strong CRM and sales-tooling skills; quick to adopt new technologies and to apply AI in innovative ways to improve productivity. Key Competencies - Technical aptitude. - Able to learn fast and engage credibly with deep-tech solutions and technical customers. - High IQ and EQ. - Strong analytical and strategic horsepower, matched by genuine emotional intelligence and the ability to read and lead people. - Strategic thinker and exceptional operator. - Outstanding leader of people. - A track record of building, integrating and developing high-performing commercial teams. - High integrity. - Self-starter. Experience and Background - Commercial leadership. - Demonstrable success leading sales in a technical or industrial B2B environment, including building and integrating teams. - Selling complex solutions. - Experience selling complex technical solutions to enterprise and infrastructure customers, including framework and strategic account agreements. - Channel and partner development. - Experience building and managing indirect channels (agents, resellers, service partners) to extend coverage. - Go-to-market and territory design. - Has owned go-to-market planning, territory design and sales-coverage decisions, ideally tied to investment cases. - Regional knowledge. Travel - Approximately 50% travel within the assigned region. Equal Employment Opportunity Luna Innovations is an Equal Employment Opportunity Employer. Luna provides equal employment opportunities to all employees and applicants without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, genetic information, or veteran status. Equal employment opportunity applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfer, leave of absence, compensation, and training. Luna expressly prohibits any form of unlawful employee harassment or discrimination.

• Sales & Customer Support • Proactive management and development of existing customers within the target groups: lighting designers, architects, wholesalers and electricians • Targeted acquisition of new customers in the Northern Germany region • Building and maintaining long-term customer relationships with design firms, architectural offices, electrical contractors and specialist wholesalers • Market Development & Strategy • Identification of market potential and development of regional sales strategies • Monitoring market and competitor trends in the lighting industry • Close collaboration with internal marketing and product teams to position our product range • Presentation & Consulting • Professional presentation of our product portfolio (Decorative, Outdoor, Technical Lighting) at customer sites • Competent advice on product range solutions, new products and technical product features • Participation in trade shows and industry events

• The Pre-Sales Intern will support the Presales and Sales organizations by helping maintain opportunity data, assisting with sales enablement activities, coordinating with technology partners and vendors, and contributing to the development of go-to-market campaigns and sales plays. • This role provides hands-on experience across business development, solution architecture, vendor management, marketing alignment, and opportunity management. ****