Lumana
Overview
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. Position Description
Senior title
designation in the original text:
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, with travel required. Territory is split between northern and southern California. Compensation
Compensation Range: $200k - $220k OTE 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. Qualifications
4+ years of success owning the full sales cycle in video 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 What to 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 A 60-minute interview with our VP of Sales A 60-minute session with our Executive Team Benefits & Equality
Competitive Pay:
Strong base salary + uncapped commission Equity & Upside:
Own a piece of what you're building 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 Health & Wellness:
Full medical, dental, and vision coverage for U.S.-based teammates Time Off:
15 days PTO, sick time, and paid holidays 401(k) with match & equity:
Financial benefits including meaningful equity Parental Leave:
Paid time off for growing families Home Office Setup:
Stipend + high-performance gear Equal Opportunity
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. Note
Compensation Range: $100K - $110K
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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. Position Description
Senior title
designation in the original text:
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, with travel required. Territory is split between northern and southern California. Compensation
Compensation Range: $200k - $220k OTE 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. Qualifications
4+ years of success owning the full sales cycle in video 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 What to 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 A 60-minute interview with our VP of Sales A 60-minute session with our Executive Team Benefits & Equality
Competitive Pay:
Strong base salary + uncapped commission Equity & Upside:
Own a piece of what you're building 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 Health & Wellness:
Full medical, dental, and vision coverage for U.S.-based teammates Time Off:
15 days PTO, sick time, and paid holidays 401(k) with match & equity:
Financial benefits including meaningful equity Parental Leave:
Paid time off for growing families Home Office Setup:
Stipend + high-performance gear Equal Opportunity
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. Note
Compensation Range: $100K - $110K
#J-18808-Ljbffr