Senior Manager, SDR

Job Description

As the Senior Manager of SDRs at Lumos, you will build and lead the SDR function as a predictable performance engine that builds pipeline and revenue through high-quality meetings and opportunities.

This role sits at the center of GTM execution. You will run inbound and outbound execution, coach and develop SDR talent, operationalize campaigns, and measure and report on impact. You will partner closely with Sales Leadership, Demand Gen, Product Marketing, RevOps, and Marketing Ops to tighten conversion, strengthen process discipline, and continuously improve performance.

As the Senior Manager of SDRs at Lumos, you have massive opportunity to accelerate pipeline creation and progression while cultivating the next generation of sellers.

✨ Your Responsibilities

• Lead SDR execution across inbound and outbound to consistently hit meeting and pipeline targets.
• Coach and develop SDR talent, including call reviews, outbound success tactics, objection handling, and performance management.
• Translate marketing messaging and campaigns into SDR plays, including sequences, persona-specific talk tracks, and multichannel outreach.
• Run the SDR operating cadence, including weekly performance reviews, pipeline coverage planning, and coaching loops.
• Partner cross-functionally with Sales, Demand Gen, PMM, RevOps, and Marketing Ops to align priorities, improve conversion, and create tight feedback loops.
• Enforce process discipline and system hygiene, including CRM standards, lead follow-up SLAs, handoffs, and accurate attribution.
• Build repeatable playbooks and iterate quickly as Lumos’ GTM motion evolves.

🙌 What We’re Looking For

• 8+ years of enterprise tech revenue experience, including 3+ years leading SDR teams (inbound + outbound), ideally selling to security buyers.
• Proven ability to run SDR performance as a system: activity → meetings → opportunities → pipeline.
• Strong coaching track record (call reviews, objection handling, performance improvement plans) with clear evidence of developing high performers.
• Deep comfort with metrics and funnel diagnosis (meeting rates, held rates, meeting → opp, pipeline per SDR, lead response time).
• Experience building sequences and plays from product marketing messaging; strong writing and messaging instincts.
• Operational rigor with CRM hygiene and process discipline, plus the ability to drive adoption without slowing SDRs down.
• Collaborative, low-ego leader who partners tightly with Sales, Marketing, and Ops.
• Nice to have:
  • Experience selling into identity personas.
  • Comfort using AI and automation to decide what should be rep-led vs system-led, and to continuously improve prioritization, personalization, and follow-up at scale.

⭐️ 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

• $139,000 - $187,500 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.