• Own the Full Sales Cycle: Drive every stage of the deal from first touch to close—including prospecting, outbounding, consults, demos, proposals, and negotiations. • Source Your Own Pipeline: Actively hunt and generate net-new business using tools like ZoomInfo, Apollo, and LinkedIn. • Quota-Crushing Execution: Consistently exceed quarterly targets by developing and closing mid-market deals with urgency and precision. • Product Mastery: Become an expert on Lumana’s platform and how it outperforms legacy security systems—position it confidently in a competitive market. • Activity Discipline: Maintain a high-output cadence of calls, emails, InMails, and outbound campaigns to drive top-of-funnel activity and conversions. • Pipeline Accuracy: Keep your pipeline healthy and forecast clean, consistently building and managing qualified opportunities to hit coverage targets. • Performance-Driven Cadence: Adhere to weekly KPIs across outreach, demos, pipeline generation, and smart gifting to drive consistent pipeline growth. • Act as a Trusted Advisor: Guide prospects, customers, and channel partners with confidence and credibility throughout the sales process. • Collaborate to Win: Work cross-functionally with Marketing, Product, and Solutions Engineering to support GTM initiatives and improve win rates. • Market Feedback Loop: Share insights from the field to help shape Lumana’s evolving go-to-market and product strategy. • Territory & Travel: This role covers a defined territory. Travel to customer sites, channel partners, and industry tradeshows is expected.