Manager, Sales Enablement

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. 🔦 Role Description As Manager of Sales Enablement, you will report to the Head of Sales and own the programs that improve seller readiness, message consistency, and deal execution quality. You will design onboarding, certification, product and competitive training, and manager reinforcement systems that lift win rates, strengthen stage hygiene, and ensure excellent customer experiences across the field. You are a player coach who partners with Sales Leadership, SDR, SE, Product Marketing, RevOps, Channel, and Customer Success to turn enablement into measurable revenue outcomes.

✨ Your Responsibilities:

Build and run a structured onboarding program with clear milestones, role plays, and certification tied to revenue outcomes Launch ongoing enablement on discovery, MEDDPICC, Command of the Message, business case creation, executive communication, negotiation, and partner co sell Co-own pipeline plays with SDR and Marketing. Provide talk tracks, sequences, event kits, and manager reinforcement plans Create and maintain field assets. Pitch decks, discovery guides, competitive briefs, POV templates, reference architectures, ROI calculators, and success criteria checklists Enable front line managers to coach. 1:1 guides, inspection checklists, live call review frameworks, and scorecards

• Build the data loop. Collect and route product feedback from the field.
• Define and track leading and lagging indicators. Publish a monthly scorecard and communicate impact to Sales Leadership
• Partner with Product Marketing and SE leadership for launch enablement, demo excellence, and POC success criteria
• Be able to deploy AI where appropriate to speed content creation, personalize learning paths, automate assessments, and enable AEs to be more productive.

🙌 What We're Looking For:

6+ years in sales enablement and or B2B SaaS sales with proven onboarding and certification success

• Expert in MEDDPICC and Command of the Message frameworks.
• Strong facilitator and storyteller with clear, simple communication that sellers adopt
• Program and project management across multiple concurrent initiatives with deadlines and stakeholder alignment
• Proficiency with Gong, Salesforce, and other GTM focused technologies. Familiarity with identity or enterprise SaaS is a plus
• Data informed mindset and ability to connect programs to pipeline and productivity outcomes
• Ability to build relationships and partner cross-functionally including with senior leadership

🙌 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 OTE: $150,000 - $195,000. 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 💻 Optimal WFH setup to set you up for success 🌴 Unlimited 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 💰 Wellness stipend to keep you awesome and healthy 🏦 401k matching plan