Sales Development Representative

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?

As a Sales Development Representative, you'll be a driving force behind Lumos's growth engine. You'll partner directly with our Enterprise Account Executives to break into target accounts, generate qualified pipeline, and create the first impression that sets the tone for long-term customer relationships. This role is for hunters- people who thrive on the challenge of cold outbound, get energized by creative prospecting, and measure their success by the pipeline they build.

• 🚀 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.

✨ Your Responsibilities

🙌 What We're Looking For:

💰 Pay Range

• Own Outbound Prospecting: Drive cold outreach into enterprise accounts through calls, emails, and creative multi-channel sequences. You're not waiting for leads to come to you- you're building pipeline from scratch.
• Partner with Account Executives: Work closely with your AE partners to identify key decision-makers, map accounts, and develop targeted prospecting strategies for enterprise organizations.
• Qualify Inbound Interest: Respond quickly to inbound inquiries, uncover needs and challenges, and route qualified opportunities to the right AE.
• Get Creative: Develop distinct, value-based outreach that cuts through the noise. Test new approaches, iterate on what works, and bring fresh ideas to the team.
• Elevate the Team: Share what's working. When you crack a new approach or sequence that lands meetings, you bring it to the wider sales team to make everyone better.
• Be the Voice of the Prospect: Provide feedback to Sales Leadership and Enablement on what's resonating (and what's not) to continuously improve our go-to-market motion.
• 1+ years of experience in B2B SaaS Sales Development
• Proven track record crushing targets
• Experience with cold calling prospects (outbound)
• Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
• Strong communication skills, operate with ethics, adaptability, grit and empathy
• Ability to work PST, MST or CST hours
• $80,000 - $90,000. 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.

🙌 What We Value

Ideally, we’re looking for a Sales Development Representative with outbound sales experience. Having said this, we care much more about your willingness to learn, to experiment and to collaborate - not your CV. Instead of focusing on what people need to have, we focus on what people need to do. We’re looking for someone with a high degree of resilience, enabling you to bounce back from setbacks and experiment to make impact. Additionally, we try to find out whether you would be a good fit for Lumos based on our values that define how we achieve outcomes and what characteristics we value.

💸 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.