SLED Account Executive

Lumana is on a mission to empower organizations by unlocking the value of their visual data — not just record the world, but to actually understand it and extract meaningful insights. Our AI video security platform delivers unmatched visibility and control, helping customers enhance security and safety, streamline operations, and respond instantly when it matters most.

Founded in 2021, we are backed by tier-one Silicon Valley investors with deep team expertise in AI, computer vision, and machine learning. We are one of the fastest-growing video security companies and recently raised the largest Series A within our industry. We’ve built the most intelligent video security solution on the market — one that sees what matters, acts fast, and prevents what used to be inevitable.

At Lumana, teams are small, dynamic, and trusted to lead. We think big, move fast, and execute like owners — because we are. Your impact here won’t be filtered. It will be visible, lasting, and real.

Lumana is seeking a results-driven SLED Account Executive with a strong outbound motion, deep understanding of the public sector, and a curiosity for emerging AI-first technology. In this role, you’ll own a defined territory and be responsible for driving new business across state, local government, and education accounts. This is a full-cycle role focused on strategic prospecting, consultative selling, and positioning Lumana as the trusted security partner in the state, local, and education space.

Location

Remote, territory covers the state of Texas with some required travel.

Responsibilities

• Own the Full Sales Cycle: Lead every stage of the deal—from first outreach to close—including prospecting, consultations, product demos, proposals, and negotiations with SLED stakeholders.

• Source Your Own Pipeline: Proactively identify and pursue new business opportunities across state, local government, and education accounts using tools like ZoomInfo, Apollo, and LinkedIn.

• Drive Public Sector Wins: Consistently exceed quarterly targets by navigating complex SLED procurement cycles, building trust with decision-makers, and closing strategic deals.

• Know the Tech Cold: Master Lumana’s AI-powered security platform and how it outperforms legacy solutions—position it confidently in highly regulated, budget-conscious environments.

• Outbound Discipline: Maintain a high-velocity outreach cadence through calls, emails, InMails, and targeted campaigns to engage public sector buyers and influencers.

• Pipeline Precision: Build and manage a healthy pipeline with consistent forecasting hygiene and 4x pipeline coverage to support quota goals.

• Results-Driven Rhythm: Follow a consistent performance cadence across outreach, demos, pipeline generation, and creative prospecting strategies tailored to public sector cycles.

• Be a Trusted Partner: Act as a consultative advisor to prospects and customers in SLED, understanding their unique challenges and guiding them to smart, scalable solutions.

• Cross-Functional Execution: Work closely with Product, Marketing, and Solutions Engineering to tailor GTM efforts and deliver winning proposals that address SLED-specific needs.

• Voice of the Field: Share insights on public sector trends, feedback from key accounts, and market shifts to help shape Lumana’s roadmap and messaging.

• Territory & Travel: This role covers a defined SLED territory. Travel is expected to customer sites, partner meetings, and industry events.
  

We don’t do cookie-cutter. If you’ve got the grit, the drive, and the track record—especially in security or AI—we want to hear from you. Even if you don’t check every box, let’s talk.

Qualifications

• 4+ years of success owning the full sales cycle in SaaS or security technology sales, with a focus on public sector or regulated environments

• Current experience selling into state, local government, and/or education (K–12 or higher ed)—with a clear understanding of procurement processes and stakeholder dynamics

• Background in video security, physical security, or AI infrastructure solutions, ideally in SLED use cases

• Proven ability to prospect and build pipeline from the ground up, especially within long and complex sales cycles

• Experience navigating RFPs, budget cycles, and vendor approval processes in public sector accounts

• Familiarity with working through or alongside SLED channel partners, resellers, or systems integrators

• Strong communicator with the ability to tailor messaging to technical, operational, and executive-level audiences in government or education

• Proficient in sales tools such as Salesforce, ZoomInfo, Apollo, and LinkedIn Sales Navigator

• Comfortable operating in a fast-moving, resourceful, early-stage environment

• Must reside within the territory to effectively serve and travel to accounts

• Willingness to travel up to 1–2 times per month for customer meetings, field engagements, and tradeshows

✍️ Our Hiring Philosophy

Here’s what you can expect when working with us:

• We build exceptional products. We believe that a highly differentiated, best-in-class product makes selling easier and customer value clearer.

• We lead with expertise. Whether talking to prospects or customers, we bring deep product and industry knowledge to every conversation.

• We keep teams small and mighty. Great outcomes come from tight-knit teams of highly talented people—not bloated headcount. We hire selectively and compensate competitively.

• We value ownership and clarity. We look for people who take initiative, think critically, and communicate with intention—experience matters, but mindset matters more.

Our Interview Process

We keep it focused and respectful of your time—our typical process includes:

• A 60-minute conversation with our Talent Team to learn more about your background and share what we're building

• A 60-minute interview with our VP of Sales to dive into your sales experience, approach, and how we go to market

• A 60-minute session with our Executive Team to align on vision, values, and how you'd contribute to the future of Lumana
  

Curious who you'd be working with? Meet the Leader →

✨ What We Offer

We believe great talent deserves great support. Here’s how we invest in you:

• Competitive Pay: Strong base salary + uncapped commission

• Equity & Upside: Own a piece of what you're building

• Tools that Work for You: We arm our team with top-tier tech and modern sales tools—so you can focus on closing, not admin

• Remote-First Flexibility: Work from where you're most effective, with teammates around the globe

• Product Influence: Your voice matters—sales feedback directly shapes our roadmap

For U.S.-Based Teammates:

• Health & Wellness: Full medical, dental, and vision coverage

• Time Off: 15 days PTO, sick time, and paid holidays

• Financial Benefits: 401(k) with employer match + meaningful equity

• Parental Leave: Paid time off for growing families

• Home Office Setup: Stipend + high-performance gear so you’re set up to win

Lumana is an equal opportunity employer

‍We are committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, religion, sex, gender identity, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis protected by law.

Recruitment Fraud Alert: All Lumana hiring communications come from @lumana.ai — we never ask for payment or personal banking info.

Recruiters & Agencies: Lumana does not accept unsolicited resumes from agencies without a signed agreement and will not pay related fees.